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Mastering Customer Success

You're reading from   Mastering Customer Success Discover tactics to decrease churn and expand revenue

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Product type Paperback
Published in May 2024
Publisher Packt
ISBN-13 9781835469033
Length 170 pages
Edition 1st Edition
Tools
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Authors (2):
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Jeff Mar Jeff Mar
Author Profile Icon Jeff Mar
Jeff Mar
Peter Armaly Peter Armaly
Author Profile Icon Peter Armaly
Peter Armaly
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Toc

Table of Contents (16) Chapters Close

Preface 1. Part 1: Foundational Concepts for Business Success FREE CHAPTER
2. Chapter 1: Optimizing Your Key Metrics for Growth 3. Chapter 2: Building a Strong Foundation – Key Knowledge for Success 4. Chapter 3: Strategies for Effective Book of Business Management 5. Part 2: Optimizing Customer-Centric Strategies
6. Chapter 4: Streamlining Onboarding and Boosting Engagement 7. Chapter 5: Building Referenceable Customers 8. Chapter 6: Leveraging Data for Customer Success 9. Chapter 7: Building Your Customer Success Inner Circle 10. Part 3: Navigating the Customer Success Landscape
11. Chapter 8: Strategies for Retention and Expansion in Your Business 12. Chapter 9: Mastering Crisis Management for Business Resilience 13. Chapter 10: The Exciting Future of Customer Success 14. Index 15. Other Books You May Enjoy

Aligning CS with business goals

In theory, all projects that are conducted within a business should align with the overarching business strategy. Alignment is how a company ensures that the work being performed by employees is in service to the strategy. And while it might seem abstract to employees, good leaders will be able to describe to their teams how everything they do supports the corporate strategy. It was way back in 1997 that the late, great Clayton Christensen, a Harvard Business School professor, talked about corporate strategy (https://hbr.org/1997/11/making-strategy-learning-by-doing):

The strategy must mirror the realities of the company’s environment, and the resource allocation process must mirror the strategy.

Getting that mirroring right is a tricky thing. Companies that find themselves out of alignment with this mirroring can very quickly stumble and lose customers and even succumb to competitive threats because they might be perceived as being inconsistent...

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