Evan Huck’s Post

Be smarter about your inquiries! . . . I see inquiries being awfully underutilized for simple use cases and basic questions. Despite being a paid service, it seems like everyone is putting briefings on a pedestal, leaving inquiries in the dust. Let's talk about making the MOST out of inquiries, which, let's be honest, often, we're just scratching the surface. Yes, briefings are important, but inquiries? It's your private market expert session! If you're not seeing ROI from your inquiries (or even measuring it), it's time to change things up with these few inquiry improvements. ❌ Stop using inquiries for: ▪mandatory check-ins ▪market trends ✅ Start using them for: ✔️ product feedback ✔️ competitive intel ✔️ market positioning ✔️ buyer needs & behavior ✔️ market sizing ✔️ message testing ✔️ pricing & packaging ✔️ customer retention & success ✔️ M&A strategies Why? Because analysts are literally the only people in your market categories who: ➜ talk to 100s of vendors in the space ➜ connect with software buyers and users ➜ have access to detailed RFIs of your top 10 competitors ➜ speak to clients of your competitors during reference calls ➜ get 2-hour-long product demos and briefings ➜ get regular updates from the key market players ➜ have your competitors (and you) fight for their attention The question is why would you NOT listen to them? #AnalystRelations #ARchat #InquiryStrategy #MarketIntelligence #ARCommunity

Want to double MQAs and re-engage with your target accounts? 🙋♂️ Discover how Thales did just that through Demandbase's smarter selling solution! 💬 "There’s so much room for growth. We’re only using a small bit of what Demandbase can do and that’s already so powerful." - Elsa Toutlemonde Account-Based Marketing Manager Read their #customerstory now 👇 #SecretsOfIntent

Competition is for losers…so don’t focus on competitors. Quoting Patrick Campbell, CSO Paddle & Founder of ProfitWell - "People love to share this advice – and why wouldn’t they? It’s cute; it’s tweetable; and it calms the anxiety center of your lizard brain every time a customer asks you about a competitor. Yet, it’s also the dumbest piece of business advice I’ve ever heard." According to his research involving 3,200 companies revealed that those with competitive programs experienced: 23.7% lower customer acquisition costs 18.9% higher customer lifetime value 15.4% higher customer satisfaction Kompete enables you to centralize and automate competitive, buyer, and market intelligence all native on Salesforce.  🏆 Centralize Competitive Enablement in Salesforce  🚀 Automate Competitor Win/Loss and Churn Surveys  🧠 Automatically Collect & Analyze Competitive News & Intel  ⚡ Automate the Collection of Competitor Reviews, Page Changes  💪 Develop Competitive Battlecards for Sales Enablement #salesforce #competitiveintelligence

Still decompressing from #pulse2024. SlapFive was a first-time sponsor. And Wow, what an event! I thought I would see sessions and keynotes, but was thrilled to find myself overwhelmed by attendees wanting to learn about SlapFive, and more specifically, how they can infuse Customer Marketing and Advocacy into their Gainsight Customer Success and Customer Community initiaves. I had so many detailed conversations that by Friday I had lost my voice. Here are my key takeaways from talking with over 120 Pulse attendees: 1. CS Ops people are tuned into everything. They know what their Company's Strategic Growth Initiatives are, they know that their Customer Marketing counterparts are evaluating or using SlapFive, they know what their top priorities are for their programs, and they know exactly how they want to integrated the different platforms in their stack. 2. The Digital CS people are in the hot seat. They feel like they carry the weight of the CS department's future on their shoulders to figure out how to scale without adding CSMs. They seemed the most enamored with all the AI announcements. 3. The Pooled CSM leaders are frustrated. While pooling sounds amazing in theory, they're finding it tough to get customers to adopt and engage with pooled CSMs IRL. Seems our customers still like the continuity, familiarity and rapport that comes from a relationship with a primary CSM. 4. The Community leaders want a bigger seat at the table. They don't like that the communities they have burned endless calories to create and manage are relegated to "support deflection" and want to be revenue drivers. This is why they're so interested in bringing advocacy into their community engagement. 5. The CS leaders love to be matchmakers. They don't know as much as the CS Ops people about who does what outside of CS, but they want to find out who to introduce you to once they know the problem you can solve for CS. 6. The Customer Marketing people feel left out of the party. They know they need a ton more collaboration with their Customer Success teams to make their programs successful, but due to the pressures described above, they don't feel they get it. So they have to be scrappy...and persistent. 7. AI is SO much of the focus that I wouldn't be surprised to see Gainsight drop the G,N,S,I,G,H,and T from their name. But it isn't just Gainsight, every sponsor was touting AI for this, AI for that, fewer resources needed. While all the innovations sound amazing, my biggest concern is that no matter how hard we pitch it as "human first", we're racing to pull so much of the human element out of the customer experience. Like most other tidal waves of change, though, if that happens, the pendulum will swing back to due to new waves of innovation. 8. More puppies.

Missed our recent session on delivering customer references to close deals faster? Don't panic. You can catch up any time, anywhere OnDemand. We uncovered the ins and outs of creating an impactful customer reference program to help your sales team seal the deal and convert on-the-fence prospects into paying customers. 3 key takeaways... ✍ Optimize reporting: Determine the ideal reporting structure for your customer reference team 📈 Measure program success: Gauge the impact of your customer reference program on marketing and sales as integral to brand ambassadorship. 🤝 Collaborate with sales: Directly collaborate with sales to boost buyer confidence and expedite access to customer references across the customer journey. Check it out... https://lnkd.in/erYFbWVD #customerreference #sales #marketing #ondemand #webinar

Kudos to the team and all the speakers for sharing such valuable use cases and insights. I'm Looking forward to more advancements from Integrate in modern marketing operations! #CAB2024 #Integrate #ModernMarketing #b2bmarketing

Want to double MQAs and re-engage with your target accounts? 🙋♂️ Discover how Thales did just that through Demandbase's smarter selling solution! 💬 "There’s so much room for growth. We’re only using a small bit of what Demandbase can do and that’s already so powerful." - Elsa Toutlemonde Account-Based Marketing Manager Read their #customerstory now 👇 #SecretsOfIntent

Two exciting announcements this morning! Customers with Service Hub Enterprise will now have the option to create up to 5 health score profiles, allowing you to customize your scores to different customer segments or stages of the customer lifecycle. ~50% of eligible portals have been given access and the remaining 50% will get access in the next few days. Second - if you are a CS leader using HubSpot or thinking about using HubSpot or if you want to learn more about the workspace and health scores, check out the talk that Paul F. Weston and I are giving at Inbound! I believe it will either be streamed live or recorded if you can't make it. https://lnkd.in/ed5R8_Wp

Growing our product and dev team has accelerated our ability to respond to growing customer feedback by nearly 3x these last two months... very excited to debut the latest highlights from our October release! ⬇️⬇️ ✳️ Reveal "hidden churn" risks lurking in your accounts Foresight’s ValueAI™ automatically identifies perceived Value Gaps for Exec Buyers and proactively recommends remedies your team should action Identify risks WAY before the renewal... so your CS team actually has time to proactively act ✳️ Produce VALUE SCORECARDS Measure the Value your customer is receiving benchmarked against peers Produce QBR content with one click based on direct feedback from key account stakeholders 📈 ✳️ Embed Value Scores into CRM Automatically sync Companies, Contacts, Value Scores, and Actions between Foresight and Salesforce & HubSpot Now your teams NEVER have to leave CRM to realize Customer Value -- Want to experience what this could look like for your org? Comment below and we'll show you a curated example ;) #CustomerValue #NewRelease

Arrows is hosting The Happy Customers Festival on June 4th! Why? We believe ALL customers deserve a seamless experience as they navigate through your marketing, sales, and customer success lifecycles. But that's easier said than done if your tech stack is disjointed and you have data silos outside of your CRM - the tools you're using to serve those customers must also work seamlessly together. That's why! Sign up for this completely free, virtual event (half-day) to hear from industry leaders on how to do just that! Across 3 sessions we’ll show you... 👀 How Marketing can identify the right accounts at the right time. 💰 How Sales can close deals faster. 😍 And my personal favorite, how Success can engage and support new customers. Save your spot here - ilovehappycustomers.com