Sharebird is where the fastest-growing teams share knowle...

In what ways do you partner with your Product Management team to meet the unique needs of your Enterprise Customers?

Natasha Evans

Hook VP Customer Growth • 1y

The ability to do this well totally depends on the size of your organisation but there's a couple of easy things that stand out:1) Ask your product team to join specific ...

719 Views

How do you quantify if your organization needs Enterprise Customer Success?

Natasha Evans

Hook VP Customer Growth • 1y

I think that Enterprise Customer Success means different things to different companies. This term Enterprise is used very freely and generally means CS for your larger or...

696 Views

What is your favorite interview question or scenario for an Enterprise Customer Success Manager?

Wynne Brown

Medius Enterprise Customer Sales • 2y

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...

872 Views

What key metrics and KPIs do you track for success with enterprise clients?

Wynne Brown

Medius Enterprise Customer Sales • 2y

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...

1,038 Views

What are the top traits of an excellent Enterprise Customer Success Manager ?

Natasha Evans

Hook VP Customer Growth • 1y

On top of all the usual traits of being a great CSM, I think of 3 things when I think of great Enterprise CSMs: Stakeholder engagement: To me in Enterprise CS this is the...

874 Views

What suggestions would you have for a seasoned product marketer to successfully transition to a sales enablement role?

Wynne Brown

Medius Enterprise Customer Sales • 2y

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...

1,147 Views

What are the characteristics and contributions of a top-notch sales enablement leader given your role in customer success?

Wynne Brown

Medius Enterprise Customer Sales • 2y

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 ...

911 Views

If you already have a solid Enterprise Customer Success team, how are you up-leveling this?

Wynne Brown

Medius Enterprise Customer Sales • 2y

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...

863 Views

What is a good baseline ARR and account volume for an Enterprise Customer Success Manager?

Wynne Brown

Medius Enterprise Customer Sales • 2y

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...

1,028 Views

How do you train and enable your Enterprise Customer Success Managers?

Wynne Brown

Medius Enterprise Customer Sales • 2y

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, ...

941 Views

How do you define Enterprise Customer Success? How do you think about measuring the health of an Enterprise customer against other cohorts?

Wynne Brown

Medius Enterprise Customer Sales • 2y

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 ...

910 Views

What are three things you can start doing to begin building an Enterprise Customer Success motion?

Wynne Brown

Medius Enterprise Customer Sales • 2y

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...

975 Views

How do you balance metrics focused on retention and expansion for large accounts?

Wynne Brown

Medius Enterprise Customer Sales • 2y

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...

1,046 Views

How can a CS leader stand out in today's job market if they were not previously responsible for revenue targets?

Wynne Brown

Medius Enterprise Customer Sales • 2y

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...

1,036 Views

Customer Success Subteams · Enterprise Customer Success