Measuring customer value
Measuring the results the key customer roles you sell to and serve underpins acquisition, retention, growth and advocacy for a B2B SaaS company. This blog explores what it takes in the form of a Measurement Maturity Model.
Are we building SaaS products the wrong way?
Delivering measurable results to key customer roles is the key to retention and growth. If that is the case, and data shows it is, then products should be built around the process and contents that enables that. Chances are, yours isn’t. read on for more.
Measuring CLG
How do you measure customer-led growth? Well obviously, you start with tracking the measurable results your customers are achieving. This blog covers what to measure and provides a simple canvas to identify the measures and develop actions to improve them.
Why old jobs are a new problem
Thinking about new approaches in terms of old jobs constrains our ability to build effective solutions
Customer Engagement Blueprint
How do you keep GTM teams aligned without building detailed journeys that are never followed by customers? Enter the Customer Engagement Blueprint; a high level overview of the entire customer lifecycle that is used by GTM teams as the starting point for the design of their processes and interventions.
Unpacking customer value
Customer value is a widely used phrase that hides what it really is. This blog unpacks its elements, shows how they inter-relate and how to use that knowledge to improve performance across the customer lifecycle.
The frameworks underpinning CLG
Successful Customer Led Growth is built on five frameworks:
V3 - Vision, Values and Value Prop
ICP
Engagement Blueprint
Value framework
Metrics
This blog provides an overview and explains their relationship.
Ideal Customer Profiles for Customer-Led Companies
A deep understanding of customers is a core principle of customer-led growth companies. The prime repository for much of this information is the Ideal Customer Profile. This blog explains its role and content.
Customer vs Product Led Growth
Customer Led Growth and Product Led Growth: two phrases describing approaches used by B2B SaaS companies. What are the differences?
The trouble with Customer Value
‘Customer value’ is part of the language of B2B SaaS industry but it’s a phrase that may have outlived its usefulness? Read on to find out why and what should replace it.
