AMA: RocketReach VP of Sales & Customer Success, Wynne Brown on Enterprise Customer Success

Given the cost-cutting and economic headwinds facing so many companies right now, many roles are collapsing into single roles - and there is a definite trend to have CS l...

The only standard metrics or KPIs I can provide to you for tracking success with enterprise clients are meta metrics and meta KPIs: how do you measure the value of your p...

This question asks about balancing metrics focused on retention and expansion as if they're on opposite sides of a seesaw. They aren't. The path to expansion travels sq...

Three things that you can do to begin building an Enterprise Customer Success motion:Talk with decision makers who have bought your product. Learn everything from them a...

By definition, Enterprise Customer Success means that you are selling a product that becomes so fundamentally core to a large enterprise's own workflows, processes, polic...

Enterprise Customer Success is the act of guiding enterprise customers through the customer journey to maximize ROI. It is the best and only way to fulfill the promises ...

The top traits of an excellent Enterprise CSM are:Communication so flawless C-level folks are pleasedA relationship builder with deep empathy and super high EQObsession w...

Product Management is a three-legged stool:Innovation: the vision for the product that should inspire and push boundariesMarket: what does the market demand for a solutio...

Enterprise CSMs need to master quite a few things to be able to drive the highest ROI for their customers:Product: the extent of how technical a CSM should be will vary, ...

Everyone always wants to know a baseline for ARR or number of accounts for CSMs, no matter what the segment. I think it is more important to understand how to model that...

If you already have a solid Enterprise Customer Success team, you can up-level by looking at:Do you have a Customer Advisory Board formed? Is it productive such that Cust...

My favorite interview question for an Enterprise Customer Success Manager is to ask their favorite failure. It is kind of an oddball question and it teaches me everythin...

A top-notch sales enablement leader has a few characteristics that make them so awesome:A broad knowledge of sales methodologies and techniques without being attached to ...

I love the idea of a product marketer pivoting into a sales enablement role and here is why: much of sales enablement is about improving messaging and measurement of trai...