Rebecca Warren

Been there, done that! IMO, it’s pretty simple – start with who is screaming the loudest and why. Take what they are frustrated about, ask them to prioritize their needs, and then see about knocking them off, one at a time. You can’t fix everything overnight, but get a win under your belt, and then another win, and so on. And then take those lessons from your loudest clients and see what you can apply for other clients. · Ask lots of questions of your internal teams to see if you can solve issues or to get answers · Do as much as you can before escalating · Be targeted about who you are escalating to and what you expect from them – is it a timeline for the client, a fix for their issue, a meeting with internal experts? · Make sure you are following up diligently with your clients! · And then, add meetings in with your non-screaming clients when you can – you don’t want them to feel neglected – don’t take them for granted – quiet isn’t always good 😊

I’ve been at Eightfold for just over 2 years now, moving over to customer success from a 20+ year career in Talent Acquisition, so remember that my experience is unique vs. a traditional CS career path. I was the first CSM to join the EF team, reporting into a leader who had created the group from scratch. I moved from senior leadership position in my previous position to an individual contributor role with similar compensation. I was concerned that I might be taking a step back, but I knew I had a lot to learn. We then added several other experienced professionals from different areas that would complement our expertise. As we grew, we created more levels, adding Sr. CSM and CS Associate roles. We also created Director roles and promoted internally (I took one of those roles, just about a year after I started). We also looked internally to add to the team, so brought over someone from Talent Acquisition as well as someone from our Professional Services department. In hindsight, I am so glad I took the role as an individual contributor, as I learned so much, which I was able to bring to my role in leadership. To summarize, what worked best for us was to bring on very experienced people with a variety of backgrounds at first, and then develop the structure as we grew.

These might be more generic than what you are looking for, but in your first 3 months, there is so much to learn, and every organization is different. Some of the best advice given to me by previous leaders when I tried to do all the things right when I started – “you can’t boil the ocean. Breathe. Listen.” Remember, quick wins might be for you, your team, your organization, or your clients! My thoughts: * Build relationships with your stakeholders – inside your team and cross-functionally * Set a # of internal meetings per week – summarize your learnings * See how you can get involved in the organization – be a team player * Listen in on as many client meetings as you can – really listen and take notes! * Share your thoughts a client issue or concern by working through current leaders – there will be plenty of time in the future to be the “hero” * Help others win – built trust and partnerships * Listen, repeat back, ask, listen, repeat back, ask * Set regular 1:1s with your manager, others on your team, and cross-functional partners to listen and ask questions * ·Reflect each month on what you know now that you didn’t when you started

I love this question! My top 4 thoughts: * Every sales team is different. Find out how they work – in Eightfold, we have Account Executives (they are front end pre-sales deal closers), Account Managers (focused on install base after implementation), Sales Development Reps (responsible for lead generation and first connects), and Solution Consultants (demonstrating our platform to potential clients). Find out what your sales folks do and how that impacts you. * Talk to more than 1 salesperson in each department – everyone is different and has unique ways of working. I was referred into Eightfold by someone in sales and had some great conversations with that person. However, that was just one person, and it was also a friend. Looking back, I should have reached out to more folks in different areas of the sales team to learn more. * From your conversations, compile a list of what potential clients are trying to solve for – those will be the same pain points you will hear about once they go live. Do your research – take that list and run it by your leadership, professional services, product, engineering, etc. and see if it all is consistent. Learn what you can about those issues and see what ideas you might have to address some of them. * Ask the sales team what they expect from CS. You may get very different answers, and most likely won’t be able to be everything to everyone. Listen, ask questions, talk to your leadership, and decide the best way for you to work with those on the sales team.

As with any time you join a new company, listen, listen, listen, and THEN ask, ask, ask! I highly suggest driving those 1:1s if they aren’t already scheduled for you, and then spend time understanding the internal processes (and why they were built the way they are). I would stay away from “well, in my former company we did xxx and xxx and it worked great” – instead ask “do you know why this is done this way?”. Get all the info on interactions with clients that you can as well – your internal folks, especially implementation teams, usually have quite a bit of “behind the scenes” information that can help you as you start interacting with clients!

Our current path goes CSM - Sr. CSM - Principal CSM - Mgr, CSM - Dir, CSM - Sr Dir, CSM. I think there are options along the way as well to move into or come from pre-sales, sales, marketing, product, ops, or talent acquisition, depending on how your organization is set up.

I’ll share 2 questions – one is behavioral based, and one is situational. One of our core values is Extreme Ownership. I ask candidates to “Tell me about a time when you had to convince someone to do something in order for you to meet a goal or deadline. Why did you need to convince them? What was the goal/deadline? What was the result?” What I like about this question is it embodies all things CS - accountability; influence (usually without authority; partnership and teamwork; creativity… I look for an answer that helps me understand the what, the how, and most importantly, the why. Influencing someone because you missed something and now are in a crunch is very different than your new leader assigning you a nebulous project with a clear deadline, but not much direction. One of the best answers I’ve gotten was around a ‘still in development' product that was sold to a customer prior to the CSM taking the account. The customer was frustrated with the length of time it was taking to go GA - and with 2 missed delivery dates already. was asking for specifics to bring to their senior leadership regarding the 3rd promised delivery date. The candidate talked about the challenge first of understanding what the use case was as well as what was promised in the sales process. The candidate had to help the customer define the use case and then went back to the AE to understand what was sold. They then went to the product team to understand the product functionality and engineering to get timelines, which were still a ways out. They went back to the customer with the updated information and the customer was extremely unhappy. The candidate held a cross functional meeting internally - they were able to get alignment internally to prioritize the product to get within 2 weeks of the 3rd deadline, which was much improved from 6 weeks. The customer was cautiously optimistic, and when the vendor was able to deliver on the newly agreed upon timeline and the product worked as expected, over a period of weeks the customer moved from a detractor in sentiment to a promoter. The other question I’ll talk about here is “If you were to join us, what would you do in the first 90 days to build trust with your peers, leadership, and cross functional team members? (NOT CUSTOMERS) What I am looking for here first is whether their instinct is to lead by process or by people. Some candidates say they schedule meetings to understand the product, and some say they want to know what makes the team tick. I also listen to see if they tend to ask for help or go it alone. Neither are right or wrong; it helps me understand how they tend to work. I then look for them to share specifics on ways they would engage, and if it would be different for each group or more of a cookie cutter approach. This is really important for us as all of our CSMs are fully remote, and they need to be able to work with a variety of people at different levels in different ways.

It depends on the level, but the main ones for us are retention (making renewal a non-event), increased customer usage and adoption/engagement, connection to the company values, strong, multi-threaded relationships with customers, and upsells/account expansion which increases product stickiness.

Some things to consider: * Able to influence internally at all levels of your organization * Able to build rapport with customers at different levels in their organization * Look at problems and solutions from a “outcomes” viewpoint first (what are we solving for) * Break problems down to bite size pieces and systematically solve * Use data to back up hypotheses * Create questions/draw conclusions from data * Proactively lead projects/process improvements, be a resource to others

* I think customers will continue to expect quick yet complex answers - our products and platforms will need to be able to keep up by offering more access and self-service options. CSMs need to be able to respond with speed and accuracy, which means they need to know the product themselves. * I see CS moving to a multi-support model using chat (both chatbot and live-hosted), AI, and large language models, with CSMs for some accounts, pod support for others. * In my opinion, for CS to remain a highly valued function to the customer, we have to make sure products are stable, data is accurate, systems are integrated, access is easy, and privacy is protected.