The Final Step Across the Chasm: ROI

The Final Step Across the Chasm: ROI

Introduction Thus far you focused on the individual users who benefit from your awesome solution. You created a deployment framework and the nurturing environment to provide continued support and help to keep your users productive. In this final step across the Chasm,...
Step 2 Across the Chasm: Nurture

Step 2 Across the Chasm: Nurture

Introduction Crossing the Renewals Chasm takes three major steps. The first step is focused on Deployment, mainly a First Year activity, in which you develop a sense of consistency, instead of handing over your customer from one to the next...
Step 1 Across the Chasm: Deployment

Step 1 Across the Chasm: Deployment

Introduction In my previous article, I introduced a framework to assess your adoption of the six Customer Success Readiness pillars. Now, we will explore the Playbook and Onboarding pillars in greater detail, which combine to form Deployment. In our context,...