Victor Hernandez

Looking forward to this year’s NonStop Technical Boot Camp (NonStop TBC24) as much as we are here at NTI? Want to hear firsthand about all that is new for the NonStop community? Looking for updates from all members of the NonStop vendor community unhindered and unmuffled as you might not hear anywhere else? It’s all happening in Monterey, this September. And for the NTI team we are excited to be able to provide a comprehensive perspective of the do’s and don’t for any planned migration away from GoldenGate? Is this in your plans? There are many conversations on this topic underway and the good news is that as a NonStop customer, you have options. Among the most recent successful migration was from GoldenGate to DRNet®/Unified. In record time? Considering the complete migration was done in just six months and not two plus years as some competing offerings take, it’s not just about time, but money as well! No need for any retraining or upgrading skillsets to accommodate additional co-req products. With DRNet/Unified consider it one and done. Still not sure? Well, come to this session and hear myself together with NTI’s Trevor Hill - EMEA Solutions Consultant cover this latest successful migration. Yes, I will be covering the introduction but for attendees, it will be the voice of our lead consultant, Trevor, I am sure you all want to hear. Want to hear even more? If you missed the promotion on our stand as we introduce yet another new member of the DRNet®/Unified product portfolio then make sure you come to our evening gatherings at the NTI hospitality suite (Spyglass Suite: 508 – 510) for details on what we addressed only as a “sneak peek” during eBITUG this past spring. See you there and yes, it just keeps getting better for NTI as we same you time, save you money and go a long way to saving NonStop!

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160+ companies hiring right NOW for AEs, SDRs, AMs and CSMs. Things are starting to turn around in tech! Here are some great ones to check out:  Deel  Plaid Ramp HubSpot Box Thousandeyes Rippling Toast Constructor .io Abnormal Security  Georgias Crowdstrike ZoomInfo UserGems Postman ServiceNow MongoDB  Workday Sprout Social Not looking? 2 ways you can help: 1. Hiring? Join the party with a comment 🎉 2. Want to help job seekers? Consider resharing 📣 There are 760+ open jobs where you can see salary info, quota attainment, culture scores, and more before applying: https://bit.ly/3Lgelp9

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Testing and ongoing monitoring is critical.

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🚀 Is Headless Commerce the Future? With the help of our Salesforce Technology Partner Builder.io, Black Rifle Coffee Company was able to embark on a groundbreaking journey from Shopify to a serverless, headless-first stack with Salesforce Commerce Cloud. 🎧 Hear how headless CMS and Commerce Cloud empower Black Rifle's teams to build and deploy across web and mobile with ease and the game-changing role of AI in coding, testing, and shaping the future of #ecommerce.

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Documentation: my not-so-secret #customersuccess weapon. Have you ever been assigned a new CSM and they know all your account history during your first few calls? #win Does your CSM seem to have a perfect memory 😉? #notetaking for the win How do you keep your clients aligned to your success plan? Project plans, agendas, email recaps, and regular check-ins. ______________________ 👩🏻‍💻 Hi! I'm Moriah. I like to learn about #CustomerSuccess, #PropTech, #SalesTools, and #CompanyCulture and post select resources around these topics.

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Full recovery model = point in time recoverability. Simple recovery = limited recoverability. It's not the additional overhead we want with the full recovery model. It's the ability to meet the organization's RPO. Yet... This could lead to full logs and full disks if not managed correctly. Here's 3 tips: 1. Select the optimal recovery model and backup strategy for your database. Data changing once a day? Choose simple. 2. Store log files on a separate drive from data files. 3. Use only one log file. Find 4 additional tips here - https://buff.ly/4bhUzE7 Hands-On Experience: Remember, interactive learning trumps passive learning every time. Create an environment where you can gain practical experience. ♻️repost to spread the word #dbachallenges

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What should CSM's do during Implementation? NOT implementation NOT Support Strategy. Check out the quick tips in our latest video based on questions we have been asked recently. https://buff.ly/3S6vciA

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What if I told you that it's easier to architect a software product from the ground up with security built in than to bolt it on later? What if I told you that you could save money, not only in the architecture and design, but in testing the security, dealing with maintenance, support, and incident response? What if I told you there is a company that can help you not only evaluate the security of the product your organization is building, but it it is also capable of helping you fix the design issues that are causing the problems you have? Reach out to True Positives to find out more.

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2-weeks into a successful POC, this client ramped from 40 to 440 instances. THE POC SUCCESS CRITERIA: 1️⃣ Cost Savings 2️⃣ No Service Disruption 3️⃣ Easy to use. THE POC TEST RESULTS: ✅ Reporting 68% Savings ✅ Zero Issues (Even went on PTO) ✅ Easy Management via Terraform 🤔Think they’ll buy❓ 😀 Wouldn’t you❓ LET US HELP YOU SAVE, TOO: https://lnkd.in/dsibkiKE #ec2 #aws #kubernetes #k8s #costoptimization #finops #gcp #googlecloud #SpotVM #GoogleCloudConsulting Xosphere FinOps Foundation

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Quick Q4 Pulse Check: How are you prepping your AM/CS teams for these final weeks, and more importantly looking ahead? 🤔 Here are some plays top of mind: - Risk assessment sprint: play the "what if" game: ES movement, upcoming re-orgs, RIFs etc - Find the Expansion: Opportunities blitz as team - Relationship mapping beyond current champions: Getting intros in now - Lean into predictive churn intervention - Dig into upsell propensity across BoB Curious - what strategies are you running to protect GRR and drive NRR in these critical weeks? Crowdsourcing Q4 game plans! 💪

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When was the last time the CSM for a product you use reached out to you for any of the following reasons: 1) to inquire about a role on your website that you're hiring for, and ask if they could maybe send any candidates your way 2) to congratulate you / your team on top notch usage or milestones of the product 3) for a heads up that they sent you a small gift in the mail through Sendoso just cuz... 4) to recognize you / your company around positive news / PR / award recently won 5) to reference a recent post you made on linkedin + share their thoughts on it 6) with a suggestion or recommendation to another vendor you might consider using, based on the needs you have expressed within your business Perhaps the really really good CSMs have engaged in this sort of interaction with you recently. But I'm assuming you are not on the recieiving end of it very often. Any CSM can send an email at 90 / 180 days to do a check-in / QBR, and share some sort of usage report. and YES, that's a critical part of the role. But if you really want to establish better relationships with clients, set aside the CSM checklist now and then, and engage human to human. Friends, this is a huge unlock for CSMs - leading to stronger relationships, generating better responsiveness from clients, increasing ability to multi thread, and positioning your service to be "taken with" if your POC leaves for another company. If my CSM interacts with me in some of the ways above, I view them as a partner (not a vendor) and thus... -when they wanna do a QBR, I inherently agree -when they reach out, I respectfully reply post haste -when they ask for a referral, I strongly consider it -when they inquire about agreed upon implementation / adoption milestones, I'm accountable. PS - this type of work does NOT have to require lots of time. If you're smart with alerts / zaps / time blocking, you can gather the info you need on your book of accounts with ease, and then spend the meat of your time in thoughtful, personal engagement.

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🔥 #ReviewFriday is here! 🔥 Just read an incredible review from a CSM who hit the nail on the head: 💥 Not only should your CSP (or any software) help your users get the job DONE ✅, but it should be EASY to use too! 💡 It’s 2024—there’s no reason to settle for clunky, complicated tools 🛠️ when you could invest in something that empowers your team with simplicity and efficiency. 💪 That’s why ChurnZero is the top choice for Customer Success teams everywhere. 🚀 👉 Easy to use. 👉 Helps users achieve their goals. 👉 A smart investment for any CS leader. 💼 #CustomerSuccess #ChurnZero #SaaS #EaseOfUse #EmpowerYourTeam

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If you are a #CSM then ask yourself this question every morning when you start work: "Why...?" And no...it is NOT: "Why...am I here?" 😅 As every CSM or #CS leader knows - every day in CS is a busy one. You have a long to-do list. Many KPIs to hit. Customers reaching out. Leaders asking you for things. Meetings back-to-back. It's easy to get overwhelmed. It is even easier to get distracted. And almost impossible to optimize your time. That is where "Why?" comes into the picture. When you start your day (or finish the previous day): 📆 Look at what you have on the calendar 📋 Look at your inevitable to-do list 📲 Look at your meetings for the day 🕺🏽 Look at how much "free" time you have that day Now consider your short-term goals & KPIs: weekly/monthly And consider your medium-term goals & KPIs: Quarterly/qualitative Here is where you ask yourself, "Why?" - Why should I spend time on this activity? - Why is that meeting important (or how to make it important)? - Why is this task at the top of my list? - Why, why, why... If the answer does not include something in line with..."because it best helps me get to this goal or KPI"...then you probably should not prioritize it. The reality in CS is that you never have enough time. There is always more. You can even spend TOO much time on GOOD activities. So don't waste it. Ask "why?". And maximize each day. *** 🛎️ If you enjoy my content, follow me for more ♻️ Repost to share with your network #CS #customersuccess #accountmanagement #timemanagement #csvalue #revsetter

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Forging pipeline made easy: Salesforge 🔥 takes care of managing your sequences Mailforge - Cold Email Infrastructure 📈 & Infraforge - Private Email Infrastructure 🔷 cover email infrastructure Warmforge - Land In The Primary 🎯 boosts your deliverability Agent Frank takes on autonomous prospecting, outreach and booking meetings & more to come! Get ready for what’s next 😈

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CSM, get out of the hamster wheel before you burn out. ❌ Stop fire-fighting ❌ Stop with check-in calls ❌ Stop reacting to your inbox ❌ Stop taking support queries ❌ Stop ineffective repetitive tasks ❌ Stop solving for this month's number ❌ Stop emailing unresponsive contacts ❌ Stop only prioritising in-month renewals ❌ Stop manually doing what should be automated A ton of hard work. Very little to show for it. You'll never get out of the rat race if you keep working this way. Here's a different and better way of CSM-ing: ✅ Establish your customers' expected outcomes ✅ Build a Success Plan from day one ✅ Ensure they have the right set-up ✅ Hold customers accountable ✅ Report on and share results ✅ Ask if they intend to renew ✅ Monitor leading indicators ✅ Pick up the phone ✅ Multi-thread Proactive, strategic and consultative. 1000x better. If reading this makes you feel ashamed because you don't know where to start or overwhelmed because your current work situation is too chaotic to create the time for this, you're not alone. Thousands of CSMs feel exactly the same way. I know what you're thinking: -> You can't afford to stop right now -> You don't have time to make changes -> You only need to weather the storm and things will get better I've been there too. But these are the excuses that are holding you back. Nobody is coming to save you. You need to save yourself. So here's my advice: 🛑 Stop everything 🛑 Book 2 days "OOO" in your calendar. And do these 3 exercises: 1- Create a Calendar Blueprint: Set up a separate calendar from your current one. You'll use this to design a new calendar blueprint for yourself. You should add every single thing you need to do proactively in this calendar, it's the baseline for you to start changing the make-up of your working day. 📆 I'll link the one I designed for CSMs in the comments. 2- Book of Business Review: Do a full review of your customers and place them into one of the 4 buckets of priority. This way you can decide which customers to pay attention to and which ones to de-prioritise at this time. 🧰 Engagement prioritisation framework linked in the comments. 3- Calendar Planning Book or delete meetings based on customers you need to prioritise over the coming 6-8 weeks. Craft unique messages to send to these customers with compelling reasons why they should attend. 🤖 Use the T.A.V.U method I shared in the newsletter a few weeks ago + ChatGPT can help you be efficient here. Do these 3 things and I promise you that you'll: - get better results - transform your work-life - improve your mental health Create the space. 📥 If you're interested in improving your Customer Success skills, consider joining 10k+ CS Professionals who read my weekly newsletter on how to build and scale a CS Team [sign up in the comments section]. #csm #customersuccess #customerexperience #revops #saas

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Does your demo feel like it’s talking to everyone yet connecting with no one? It’s time to change the game. When your demo speaks directly to your customer’s needs, the impact is undeniable. Tailored demos don’t just inform—they engage, resonate, and lead to higher conversion rates. It’s the difference between a demo that gets ignored and one that closes deals. Here’s the secret: stop focusing on features, and start focusing on their goals. Build your demo around their pain points and challenges, and watch as your prospects lean in, ready to see how your solution transforms their business. The Great Demo! methodology helps you craft demos that zero in on the customer’s needs and position your solution as the answer they’ve been looking for. DM me or comment below to learn how you can turn your demos into powerful, customer-centric presentations 🚀

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Territory design is crucial to setting up your sales team (and business!) for success. But with so many strategies to choose from, how do you decide on your approach? The folks over at RevOps Co-op get into the nitty gritty 👇 https://gag.gl/Nm2xoO #RevOps #Data #DataQuality

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If rock and metal songs were written about presales... Here's my top 10 - 10. Deep in the Willow (trying to answer this 300 question RFP) - Knocked Loose 9. Glitch (with the system) - Parkway Drive 8. Panic Attack (when I see my calendar) - Judas Priest 7. Too Close / Too Late (to close the deal) - Spiritbox 6. Breaking the Habit (of asking "any questions?) - Linkin Park 5. Is There Anybody Out There (who wants to buy my solution)? - Machine Head 4. (My demo is) Coming Undone - Korn 3. (This deal is) Doomed - Bring Me The Horizon 2. Still Waiting (for people to join the call) - Sum 41 1. So What - Metallica What have I missed? What would you change? I'm sure Paul Logue you will have a view here! #salesengineering #solutions #presales #techsales #salesengineer #demo #music

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