Unchurned - The No. 1 podcast for Customer Success

Leah Bauman, Head of Enterprise Product Alignment at monday.com, brings her sales expertise to the forefront of product development. She discusses the importance of aligning customer feedback with product strategies. Leah shares her journey of bridging gaps between client-facing teams and product developers. The conversation highlights innovative feedback loops and how Monday.com has evolved its Voice of the Customer culture. Leah emphasizes the necessity of structured communication in transforming customer insights into impactful product decisions.

The hosts dive into how companies are reinventing compensation models to better link customer success with revenue outcomes. They discuss the evolving roles of customer success and account management, emphasizing revenue accountability and data management challenges. The conversation also touches on the impact of AI on content authenticity, particularly on social media platforms. Lastly, they stress the necessity for a solid strategy in customer success to cope with shifting expectations and leadership dynamics.

Colin Murphy, SVP & Chief Customer Officer at BMC Software, joins Josh Schachter to shed light on customer success management. They discuss the triad of risk mitigation, adoption, and expansion as core objectives for success. Colin reveals BMC's innovative vision for 2025, emphasizing the transformative potential of AI in enhancing client interactions. He shares insights into building a dedicated customer success team and how systematic tracking can boost retention and revenue. Dive into strategic initiatives that can reshape customer engagement!

Emily McIlwain, Director of Customer Success at Exo, discusses her role at a Silicon Valley startup innovating ultrasound technology. She highlights the importance of building scalable processes in fast-evolving environments. The conversation dives into the complexities of merging software with medical devices and emphasizes user engagement strategies. Emily also addresses the significance of clear communication during process changes and setting realistic customer expectations, shedding light on the challenges faced in the startup ecosystem.

Margaret Wise, Chief Revenue Officer at ActiveProspect, shares insights from her extensive career in sales and CRM. She discusses the importance of aligning sales and post-sales strategies for enhancing customer experience and reducing churn. Topics include transforming compensation incentives to promote long-term customer relationships, ensuring seamless handoffs between teams, and the role of AI in marketing and customer onboarding. Wise emphasizes the value of understanding customer needs and building sustainable relationships.

Sam Slevin, Global Senior VP of Customer Success at AlphaSense, shares insights on aligning customer success with client needs. He discusses the importance of strategic onboarding and mapping value over time to enhance customer experiences. The conversation delves into navigating global growth complexities and integrating AlphaSense's recent acquisition to boost content quality. Slevin emphasizes the need for tailored digital success approaches and highlights exciting job opportunities as the company expands.

Tatiana Ferreira sheds light on the complexities of mergers and acquisitions and their impact on customer communication. The discussion reveals the shift towards proactive outreach and the challenges of multi-CSM interactions. AI's emerging role in predicting customer risks is a hot topic, along with the balance between specialized and general customer support. The importance of clear communication and aligning motivations during organizational changes is emphasized, ensuring teams can navigate transitions smoothly and enhance customer success.

Ozge Ozcan, Chief Customer Officer at Forter, shares her expertise in customer experience and revenue-focused strategies. She discusses the risks of obsessing over churn, which can stifle growth opportunities. Ozge highlights the importance of hiring for curiosity and adaptability in customer success roles. She emphasizes managing churn budgets and setting retention targets, while advocating for a balanced approach that prioritizes long-term relationships. Tune in for insights on fostering collaboration and optimizing strategies for both retention and expansion.

Brian Hansen, Director of Customer Success at Aurora Solar, discusses innovative compensation strategies in the solar industry. He shares insights on aligning product usage with customer success and sales efforts. The conversation explores the benefits of transitioning from traditional commissions to ongoing payouts, promoting accountability and collaboration. Hansen emphasizes the importance of a mission-driven culture and how qualitative data can enhance customer engagement. The chat also highlights career development and the challenges of resource allocation in a rapidly evolving market.

Micki Howl, Chief Revenue Officer at Marigold, opens up about her journey through the ranks and the critical importance of communication in bridging sales and customer success. She shares insights on valuing customer feedback and fostering collaboration to drive business growth. Micki also discusses the balance of hard work and luck in career advancement, and the necessity of an outcome-driven approach to ensure effective team development. Tune in for valuable strategies to enhance accountability and champion continuous improvement!