Sell Customer Success to generate predictable, scalable, sustainable revenue.
Customer Success is the fuel of your Revenue Engine. Sales is a generous act of service, not a battle for attention. The Revenue Engine methodology generates 10x and 0 to 1 outcomes for our customers:
- BlockX Labs — 0 to 1, two founding developers with $0 revenue to a highly profitable 15-person $1 million+ revenue product development company.
- Ingle International — 10x, l from a bespoke — niche insurance business to industry-beating profitability, millions of add-on revenue, and a $10 million+ exit at 20% above the industry comparable enterprise value.
- Revscale — 10x Leading with Customer Success pivoted the Ideal Customer Profile, Product Marketing Message, Value Proposition Positioning, and Product Delivery to find Product-Market fit and improve CAC:LTV 100%.
Customers purchase outcomes, not products. Outcomes that translate into their success.
In today’s competitive landscape, it’s not just about selling products; it’s about delivering outcomes. Outcomes that translate into customer success. Your products and services represent years of expertise, effort, and expense. You’ve earned the right and the duty to share them with your target audience.
The growth of sales and marketing tools enables you to reach anyone, anytime, and at scale. However, customer acquisition costs are rising, customer retention is challenging, and easy onboarding often leads to easy off-boarding.
Customer Success is the most efficient fuel for a Revenue Engine.
Customer success becomes your brand. People want to use products or services that contribute to the success of those they admire. What will attract and retain customers is Customer Success. Our mission is to sell the idea that you are that brand.
A Revenue Engine extracts the drivers and stories of customer success from your Customer Success and Product teams. Marketing translates them into compelling stories, insights, facts, and assets, while Sales ensures they reach the target market, acting as teachers and guides for prospects to learn how success is created for them.
The Revenue Engine Assessment: Your Roadmap to Success
Our 2-week sprint, the Revenue Engine Assessment, identifies the essential drivers of customer success in your offering. It determines what business situations it serves best, which people-roles it enhances, and the value it creates. We then translate these insights into tight, ideal customer profiles.
From there, Revenue Engine evaluates your Revenue Operations to generate a roadmap to aligning the processes, tools, and people to effectively communicate the Customer Success Stories to the Ideal Customer Profile. The success is measured by improved revenue creation and profitability.
Tune your Revenue Engine for efficiency and performance.
Outcomes from the Revenue Engine Assessment translate into zero to one new value creation or a 10x enhancement to an element of your go-to-market execution.
Break free from the Status Quo and join the Customer Success led Sales movement:
Follow, Connect, and Engage with Scott Howard on LinkedIn for regular insights on the movement from volume-based automation Selling to Customer Success driven Value Sharing.
https://www.linkedin.com/in/scottjhoward/
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Book a no-obligation discovery conversation to get feedback on your revenue engine.
