Cultivate Lasting Customer Commitment and Grow Revenue

In this insightful webinar, Chris Mascaro, Ecosystems Sales Leader at Nintex, and Jeremy Steinbring, Founder of RevOnyx, discuss how RevOps practitioners can enhance efficiency and align their efforts to support go-to-market teams in meeting business goals by supporting the full customer lifecycle. 

Unfortunately, this often isn’t the case! We took a poll and 85% of RevOps pros on the call felt that customer success should be included in RevOps, yet only 23% of teams currently support customer success. Read on and listen to the indicated timestamps to learn why this is a missed opportunity.

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The Importance of Process Documentation

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Jeremy emphasizes the importance of visualizing and documenting the customer journey. Using tools like Lucidchart or Draw.io can help identify gaps and improve processes. This practical advice underscores how RevOps can enhance customer success and support efficiency by thoroughly understanding and documenting their internal workflows.

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“If RevOps is not involved and those teams aren't able to meet and exceed customer expectations, things quickly go south.” Chris Mascaro

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Customer Onboarding and Adoption

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Customer onboarding is key to ensuring long-term success and minimizing churn. Effective onboarding builds a strong first impression and shows immediate value which is essential for retaining customers and increasing their lifetime value. Chris also highlights the significance of tracking Customer Satisfaction (CSAT) scores during this phase to gauge the effectiveness of the onboarding process and make necessary adjustments.

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Case Management and Support

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Case intake and management, with proactive and personalized support, is essential for handling customer issues efficiently. Jeremy and Chris stress the importance of having a well-documented system to prioritize and escalate cases, ensuring that support teams have the tools to address issues promptly and effectively.

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Proactive Customer Success Strategies

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Invest in strategies that make use of user stories automation, case swarming, and collaboration tools like Slack. These approaches aim to enhance customer success operations, making them more proactive and efficient. Jeremy shares insights on how automating processes can help RevOps teams manage customer relationships better.

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“If customers can't get the gears turning, the chances of them making additional purchases are exceptionally unlikely.” Chris Mascaro

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Renewals Management

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Don’t just wait for renewals to come around, be proactive. Renewal overviews organized in advance allow customer success teams to get involved in upsells and renewals. This approach ensures early and strategic engagement with customers, increasing the likelihood of retention and further sales.

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Cross-functional QBRs

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Involve stakeholders from across the business to increase the value of quarterly business reviews (QBRs). These cross-functional meetings help identify and address gaps in customer success and support. By bringing together insights from various departments, RevOps can foster a collaborative environment that drives continuous improvement and customer satisfaction.

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