Client Onboarding: Don't Declare Victory Too Soon | EP29

Mar 21, 2025

46:01

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Most companies treat onboarding like a finish line, but it’s the starting gate for retention, customer success, and long-term revenue.

Alex Raymond welcomes onboarding expert Donna Weber, the author of “Onboarding Matters,” to challenge the idea that implementation equals success. If a customer isn’t using a product in a meaningful way, does it even matter that they have access to it? Donna explains why the first 90 days determine whether a customer sticks around or drifts away, and how her orchestrated onboarding framework helps companies guide customers to real value, not just a completed setup.

Donna also breaks down a common mistake: declaring victory too soon. Product deployment isn’t the finish line. Without quick wins and clear adoption, customers second-guess their decision, leading to churn. Donna shares ways to shift the focus from closing deals to building long-term success, with insights on user adoption, time to value, and the hidden cost of bad onboarding.

A must-listen for account managers and customer success teams who want to turn onboarding into a growth strategy.

Episode Breakdown:

00:00 Introduction

01:46 The Critical Role of Onboarding

04:36 Onboarding vs. Implementation

06:23 Declaring Victory Too Early

09:42 Defining Onboarding: The Orchestrated Onboarding Framework

11:05 Review and Ongoing Optimization

14:09 Delivering Quick Wins

17:08 The Concept of Buyer's Remorse

19:10 Quick Wins vs. First Value

22:33 Trade-offs in Onboarding Approaches