Competing for Customers: Why Delivering Business Outcomes is Critical in the Customer First Revolution
| Author | : | |
| Rating | : | 4.91 (934 Votes) |
| Asin | : | 0134172205 |
| Format Type | : | paperback |
| Number of Pages | : | 224 Pages |
| Publish Date | : | 2014-09-26 |
| Language | : | English |
DESCRIPTION:
From the Back CoverWHEN YOUR CUSTOMERS WIN, YOU WINDrive revenue and profitability by refocusing everything you do on measurable customer outcomes
You need to constantly deliver, measure, and demonstrate the value you create for your customers. Like it or not, it’s your job to make sure your customers succeed—and keep on succeeding—with what you’ve sold them. Step by step, you’ll learn how to make sure your customers are achieving business outcomes from your offerings…now, next year, and for years to come. Embed customer success in your organizational DNA, in 3 steps:Listen:Truly understand what it means for your customers to succeed with your offeringsEngage:Start a productive dialogue, collaborate to solve problems, and promote awareness of the value you createEnsure:Innovate to deliver on your promises, prove it to the customer, and build retention . That job has a name: “Customer Success.” Delivering customer success means radically changing the way you engage with customers—from sales, to marketing, to engineering and support. This book gives you a complete framework for doing just that. To survive—and thrive—in today’s economy, where customers are constantly reevaluating their purchases and looking at options never available before, you need to deliver business outcomes, not features and functionality. Suddenly, your “sale” is no longer a one-time event: it’s a relationship
"Competing for customers’ has earned its place as a future" according to Amazon Customer. Competing for customers’ has earned its place as a future modern classic business text. It has particular relevance for B2B Technology and Software vendors looking to achieve real transformation and growth, by focusing themselves around their customers’ needs, instead of purely around the products they sell. Everyone who is really serious about business transformation and growth should buy this.A common problem today, which this book addresses: Enterprise Technology and Software vendors today are all-too-often driven by a product-led culture, not a customer-led one. Companies are organised by functions and pr. Matthew Miramontes said A Must Have for any Business. This book really opens eyes about the next level of business. In the subscription business world, there is a new focus on customer success. This book not only points out the need for this new focus, but it also helps you identify where your organization stands. The authors of this book show their expertise in the subject and I found the mix of industry knowledge and organization examples very helpful in understanding the real world application of such an idea.This book is key for any business leader as it brings forward the need to transform how one looks at their business model. Without this change to a customer success. "Are your customers succeeding? They better be!" according to NYC Reader. Well thought out book. Authors make some significant points about subscription economics and the trends towards services and delayed revenues. This is not just a book for SaaS companies. Rather any business leader in most every industry needs to pay attention to the tenets in this book. Especially If you are a CMO, or head of sales -- you need to seriously take a look at how you do things, because those that don't fundamentally transform will be risking a large portion of their revenues and profit.Well written with terrific case studies, tools and templates. Highly recommended.