Big tech is transforming every aspect of our world. But how, and at what cost? This season of Land of the Giants – The Disney Dilemma – focuses on Disney’s ability to weather the ups and downs of the business cycle and changing tastes and explores what has kept it successful for over 100 years. The entertainment giant has leveraged nostalgia and its intellectual property to build a beloved brand, but after an acquisition spree that included Marvel, Lucasfilm, and 20th Century Fox, can it sus ...
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The Innovators & Investors Podcast
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LikedIn this insightful episode of The Innovators & Investors Podcast, host Kristian Marquez sits down with Jay Crone, Managing Director and Venture Capitalist at Deloitte Ventures, to explore the firm’s strategic approach to corporate venture capital. Jay shares Deloitte Ventures’ investment thesis, focusing on supporting innovative Canadian startups at Series A and B stages across key sectors like cybersecurity, climate tech, fintech, future of work, health tech, and AI. Listeners will gain an inside look at how Deloitte leverages its vast network of 1,500 partners and 15,000 employees to source deals and add value beyond capital by helping startups navigate Deloitte’s complex ecosystem and access enterprise clients. Jay also discusses his diverse career journey—from government and investment banking to entrepreneurship and corporate VC—and how those experiences shape his investment philosophy. The episode delves into Deloitte’s due diligence process, the importance of founder relationships, and the firm’s strategic role as a co-investor. Jay highlights emerging trends, particularly the promise of vertical AI tailored to industry-specific needs, and shares his bullish outlook on fintech innovations like stablecoins and cross-border payments. He offers candid advice for entrepreneurs on risk-taking and aligning business vision with funding goals. This episode is a must-listen for founders, investors, and anyone interested in the evolving landscape of corporate venture capital and innovation in Canada. Learn more about Jay's work at https://www.deloitte.com/ca/en/services/program/ventures.html Connect with Jay on LinkedIn at https://www.linkedin.com/in/jaycrone/ Think you'd be a great guest on the show? Apply at https://finstratmgmt.com/innovators-investors-podcast/ Want to learn more about Kristian Marquez's work? Check out his website at https://finstratmgmt.com…
Solving for the customer with an all-in-one approach
Manage episode 338088036 series 3317421
Content provided by Avoma, Inc. and Aditya Kothadiya. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Avoma, Inc. and Aditya Kothadiya or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
In this episode, Aditya and Yaag discuss how despite the plethora of SaaS tools available today, customers still end up having broken experiences. They discuss what it means to really solve for the customer, with an all-in-one approach. ➡️ Key Points covered 01:14 - The philosophy behind 'why we take an all-in-one approach" 02:20 - The unconventional wisdom that truly helps startups in their early stages 03:15 - Learning from customer workflows 04:00 - Why solving for workflows is important for SMB and mid-market 04:50 - All-in-one doesn't mean several problems randomly 06:24 - All-in-one isn't solving for different customers, but adjacent problems of your core customers 10:10 - Example 1: Solving for meeting workflows 15:10 - Visionary, evolutionary and expansionary approaches to solving customer workflows 19:38 - The scope of best-in-breed solutions 21:58 - Key takeaways 22:40 - The art is in identifying the 20% pains that impact 80% of the outcome 26:20 - The philosophy goes beyond software platforms ➡️ The Modern SaaS Podcast Take a look at our other podcast episodes - https://www.avoma.com/podcast ➡️ Related resource https://www.avoma.com/playbooks-category/sales-playbook
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ShareManage episode 338088036 series 3317421
Content provided by Avoma, Inc. and Aditya Kothadiya. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Avoma, Inc. and Aditya Kothadiya or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
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Play Later Play Later Lists Like LikedIn this episode of The Modern SaaS Podcast, Lloyed Lobo, the founder of Boast.ai and Traction, joins us to discuss how to go about building a community. Lloyed is also the author of the book "From Grassroots to Greatness" which gives you 13 rules to build an iconic brand with the help of comunity. Through this episode, he shares with us the insights he's gathered from years of experience in building startups, communities, events, and conferences, and distills community building into a framework called CAMPER. 𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦 00:00 - Intro 01:53 - The problem discovery for Boast.ai 04:42 - Startups are built in phases 07:11 - The two major gaps that startup community solves 08:25 - How to identify which problem to tackle 12:40 - How the Traction conference came into being 16:13 - Building social proof 25:15 - Budgeting and ROI planning when building a community 28:00 - Overcoming setbacks 30:25 - Need to communicate value regularly 32:10 - Lloyed's inspiring story 39:00 - The CAMPER framework for community building 39:48 - How concepts become a cult 41:21 - 6 core values 53:30 - Where should you start? 55:00 - Types of communities you can build 1:00:00 - Enabling customers to run your community 1:07:37 - Why host the cool parties 1:12:57 - Closing notes 💌 Connect with Lloyed Lobo💌 ➟ Linkedin 🔗 https://www.linkedin.com/in/lloyedlobo/ Also, please listen to the episode on: ➟ Apple 🔗 ➟ Spotify 🔗 ✨ Subscribe to Avoma's Channel✨ 🔗https://www.youtube.com/channel/UCpSiDrsEUx2Qywfb1V3CII ✨About Avoma✨ Avoma is an end-to-end AI meeting assistant for customer-facing teams. Its AI-powered technology helps customer-facing teams capture important customer information, before, during, and after important meetings. 🔗 https://www.avoma.com/ 🎥𝗖𝗵𝗲𝗰𝗸𝗼𝘂𝘁 𝗠𝘆 𝗢𝘁𝗵𝗲𝗿 𝗩𝗶𝗱𝗲𝗼𝘀 ➟ The game-changing shift in SaaS sales | Mona Akmal | The Modern SaaS Podcast | Ep #23 🔗 https://youtu.be/hYRTP5eVlow ➟ How to close deals faster in the current economy | Mor Assouline | The Modern SaaS Podcast | Ep #24 🔗https://youtu.be/l5JISfmFUFk 𝗙𝗼𝗹𝗹𝗼𝘄 𝗢𝗻 𝗦𝗼𝗰𝗶𝗮𝗹 ➟ Linkedin 🔗https://www.linkedin.com/company/avoma ➟ Twitter 🔗https://twitter.com/AvomaInc #saas #community #communityconnection 𝗥𝗲𝗹𝗮𝘁𝗲𝗱 𝗦𝗲𝗮𝗿𝗰𝗵𝗲𝘀: community building community l loyed lobo grassroots to greatness…
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1 How problem defining helps you close deals faster: Aman Singh 53:17
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Play Later Play Later Lists Like LikedIn this episode of The Modern SaaS Podcast, Aman Singh, founder of The Curious Consultant explains how problem defining and problem solving are two different facets of sales and customer success. 𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦 00:00 - Intro 01:16 - The story behind 'The Curious Consultant' 04:10 - The taboo behind talking about failures 07:27 - The hypothesis of inefficient meetings 08:40 - Failing your way to success 11:33 - The need to be vulnerable 16:10 - 80% of your sales is won and lost in discovery calls 16:26 - Lead with fear 18:42 - Why extreme ownership is important for sales 19:17 - Problem defining 25:23 - Problem defining vs problem solving 29:34 - How to know you've moved from symptoms to disease 32:04 - Understanding introversion vs extroversion 38:58 - Gender biases in sales 44:30 - Selling to different geos 49:04 - Do not use presentations, have conversations 52:35 - Closing notes 💌 Connect with Aman Singh💌 ➟ Linkedin 🔗 https://www.linkedin.com/in/thecuriousconsultant/ Also, please listen to the episode on: ➟ Apple 🔗 ➟ Spotify 🔗 ✨ Subscribe to Avoma's Channel✨ 🔗https://www.youtube.com/channel/UCpSiDrsEUx2Qywfb1V3CII ✨About Avoma✨ Avoma is an end-to-end AI meeting assistant for customer-facing teams. Its AI-powered technology helps customer-facing teams capture important customer information, before, during, and after important meetings. 🔗 https://www.avoma.com/ 🎥𝗖𝗵𝗲𝗰𝗸𝗼𝘂𝘁 𝗠𝘆 𝗢𝘁𝗵𝗲𝗿 𝗩𝗶𝗱𝗲𝗼𝘀 ➟ The game-changing shift in SaaS sales | Mona Akmal | The Modern SaaS Podcast | Ep #23 🔗 https://youtu.be/hYRTP5eVlow ➟ How to close deals faster in the current economy | Mor Assouline | The Modern SaaS Podcast | Ep #24 🔗https://youtu.be/l5JISfmFUFk ➟ How Onboarding Shapes Churn & Expansions | Srikrishnan Ganesan | The Modern SaaS Podcast | Ep #25 🔗https://youtu.be/V4Ug50Z9SVg 𝗙𝗼𝗹𝗹𝗼𝘄 𝗢𝗻 𝗦𝗼𝗰𝗶𝗮𝗹 ➟ Linkedin 🔗https://www.linkedin.com/company/avoma ➟ Twitter 🔗https://twitter.com/AvomaInc #saas #sales #problemsolving 𝗥𝗲𝗹𝗮𝘁𝗲𝗱 𝗦𝗲𝗮𝗿𝗰𝗵𝗲𝘀: problem defining modern saas podcast problem solving customer churn sales discovery…
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The Modern SaaS Podcast
1 How onboarding shapes customer churn & expansions: Srikrishnan Ganesan 46:10
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Play Later Play Later Lists Like LikedIn this episode of The Modern SaaS Podcast, Srikrishnan Ganesan, the CEO of Rocketlane, joins us to discuss how customer onboarding shapes churn and expansions. He shares with us the insights he's gathered from years of experience, and explains how onboarding can help your company avoid costly churn and help you build the base for account expansions. 𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦 00:00 - Intro 00:56 -True churn happens in onboarding 03:22 - The story behind Rocketlane 06:32 - The customer shareability gap 09:48 - Purpose built software vs. all-in-one solutions 15:19 - Need for customer status update 18:13 - Common mistake: Not sharing implementation timelines with customer 22:42 - Have a pre-kick off call 27:43 - Shifting responsibilities in the product-led sales world 31:06 - Role of community in shaping the product 34:30 - How building a community helps 38:06 - Where does community fit in the org chart 40:04 - What's a great buyer journey 43:53 - Focus on brand from early 44:46 - Closing notes 💌 Connect with Srikrishnan Ganesan💌 ➟ Linkedin 🔗 https://www.linkedin.com/in/srikrishnang Also, please listen to the episode on: ➟ Apple 🔗 ➟ Spotify 🔗 ✨ Subscribe to Avoma's Channel✨ 🔗https://www.youtube.com/channel/UCpSiDrsEUx2Qywfb1V3CII ✨About Avoma✨ Avoma is an end-to-end AI meeting assistant for customer-facing teams. Its AI-powered technology helps customer-facing teams capture important customer information, before, during, and after important meetings. 🔗 https://www.avoma.com/ 🎥𝗖𝗵𝗲𝗰𝗸𝗼𝘂𝘁 𝗠𝘆 𝗢𝘁𝗵𝗲𝗿 𝗩𝗶𝗱𝗲𝗼𝘀 ➟ The game-changing shift in SaaS sales | Mona Akmal | The Modern SaaS Podcast | Ep #23 🔗 https://youtu.be/hYRTP5eVlow ➟ How to close deals faster in the current economy | Mor Assouline | The Modern SaaS Podcast | Ep #24 🔗https://youtu.be/l5JISfmFUFk 𝗙𝗼𝗹𝗹𝗼𝘄 𝗢𝗻 𝗦𝗼𝗰𝗶𝗮𝗹 ➟ Linkedin 🔗https://www.linkedin.com/company/avoma ➟ Twitter 🔗https://twitter.com/AvomaInc #saas #customerexperience #onboarding 𝗥𝗲𝗹𝗮𝘁𝗲𝗱 𝗦𝗲𝗮𝗿𝗰𝗵𝗲𝘀: customer onboarding modern saas podcast modern onboarding customer churn account expansions…
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The Modern SaaS Podcast
1 How to close deals faster in the current economy: Mor Assouline 53:24
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Play Later Play Later Lists Like LikedIn this episode of The Modern SaaS Podcast, Mor Assouline, the founder of FDTC, shares with us some his insights on what it takes in the current economic conditions to have a better deal close rate and how to create successful customer journeys. He shares actionable tips on how to do forecasting better, set the right expectations, and what high quality sales discovery and demo looks like. 𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦 00:00 - Intro 01:40 - Is it a market issue or sales issue? 06:42 - How to arrive at sales quota 10:27 - Setting expectations upfront 11:29 - The need for sales coaching for the current environment 11:14 - Why sales needs so much coaching? 15:16 - Building a buyer scenario matrix 18:10 - How much should reps know about their product 24:30 - The frustrations in buying experience 29:30 - Qualifying the demos booked 32:16 - Optimizing the demo to close experience 33:31 - Things not to miss when you give a demo 36:48 - Case example: How to do a disco+demo 39:45 - The narrative is more important than the feature 41:28 - Building a culture of learning 46:52 - Habits to get the most value of meeting insights 52:00 - Build familiarity before your do your outreach 52:34 - Closing notes 💌 Connect with Mor Assouline💌 ➟ Linkedin 🔗https://www.linkedin.com/in/morassouline/ Also, please listen to the episode on: ➟ Apple 🔗 ➟ Spotify 🔗 ✨ Subscribe to Avoma's Channel✨ 🔗https://www.youtube.com/channel/UCpSiDrsEUx2Qywfb1V3CII ✨About Avoma✨ Avoma is an end-to-end AI meeting assistant for customer-facing teams. Its AI-powered technology helps customer-facing teams capture important customer information, before, during, and after important meetings. 🔗 https://www.avoma.com/ 🎥𝗖𝗵𝗲𝗰𝗸𝗼𝘂𝘁 𝗠𝘆 𝗢𝘁𝗵𝗲𝗿 𝗩𝗶𝗱𝗲𝗼𝘀 ➟ The game-changing shift in SaaS sales | Mona Akmal | The Modern SaaS Podcast | Ep #23 🔗 https://youtu.be/hYRTP5eVlow ➟ 7 creative prospecting tips to stand out in tough financial times | Ep 22 | The Modern SaaS Podcast 🔗 https://youtu.be/8VAE892WQCw 𝗙𝗼𝗹𝗹𝗼𝘄 𝗢𝗻 𝗦𝗼𝗰𝗶𝗮𝗹 ➟ Linkedin 🔗https://www.linkedin.com/company/avoma ➟ Twitter 🔗https://twitter.com/AvomaInc #saas #sales #selling 𝗥𝗲𝗹𝗮𝘁𝗲𝗱 𝗦𝗲𝗮𝗿𝗰𝗵𝗲𝘀: sales quota modern saas modern sales forecasting…
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The Modern SaaS Podcast
1 The shocking truth about selling SaaS in today's market 54:48
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Play Later Play Later Lists Like LikedMona Akmal, CEO of Falkon AI, joins Aditya Kothadiya on the Modern SaaS Podcast to talk about the game-changing shift in SaaS sales. In this episode, Mona discusses the shocking truth about how SaaS sales works in today's world. If you're looking to improve the buyer experience and sales conversion, then this episode is for you. 𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦 00:00 - Intro 01:17 - The Falkon journey 03:36 - Sales and pivots based on feedback 05:44 - Why sales win rates go down upon transition from founder-led? 07:10 - Founders should never hire sales until... 11:14 - Why sales needs so much coaching? 16:20 - Sales acumen is key 18:24 - The sales decision tree 19:45 - Executing the sales decision tree 22:22 - Bad sales advice vs good advice 27:54 - Sales now is different from last 5 years 33:00 - Improve sales efficiency 34:28 - Don't bring your sales engineer on your first demo 39:50 - Don't offer this kind of experience 40:46 - The mistake while we sell 47:06 - How is Falkon different 52:17 - Stop chasing product market fit 💌 Connect with Mona Akmal💌 ➟ Linkedin 🔗 https://www.linkedin.com/in/mona-akmal/ Also, please listen to the episode on: ➟ Apple 🔗 ➟ Spotify 🔗 ➟ Google Podcast 🔗 ✨ Subscribe to Avoma's Channel✨ 🔗https://www.youtube.com/channel/UCpSiDrsEUx2Qywfb1V3CII ✨About Avoma✨ Avoma is an end-to-end AI meeting assistant for customer-facing teams. Its AI-powered technology helps customer-facing teams capture important customer information, before, during, and after important meetings. 🔗 https://www.avoma.com/ 🎥𝗖𝗵𝗲𝗰𝗸𝗼𝘂𝘁 𝗠𝘆 𝗢𝘁𝗵𝗲𝗿 𝗩𝗶𝗱𝗲𝗼𝘀 ➟ 7 creative prospecting tips to stand out in tough financial times | Ep 22 | The Modern SaaS Podcast 🔗 https://youtu.be/8VAE892WQCw ➟ Modern Prospecting with LinkedIn Social Selling | Episode 21 | The Modern SaaS Podcast 🔗 https://youtu.be/YT73xDcWOHY 𝗙𝗼𝗹𝗹𝗼𝘄 𝗢𝗻 𝗦𝗼𝗰𝗶𝗮𝗹 ➟ Linkedin 🔗https://www.linkedin.com/company/avoma ➟ Twitter 🔗https://twitter.com/AvomaInc #saas #sales #selling 𝗥𝗲𝗹𝗮𝘁𝗲𝗱 𝗦𝗲𝗮𝗿𝗰𝗵𝗲𝘀: sales modern saas modern sales growthmindset…
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The Modern SaaS Podcast
1 7 creative prospecting tips to stand out in tough financial times 41:28
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Play Later Play Later Lists Like LikedIn this episode, Kris Rudeegraap (Co-founder & CEO, Sendoso) and Aditya Kothadiya (Co-founder & CEO, Avoma) discuss modern prospecting with creative gifting strategies -- i.e., how you can prospect creatively where your creativity can supersede the budget constraints. ➡️ Key Points covered 00:00 - Intro 03:20 - Prospecting approach during the economic downturn 05:10 - Good and bad cold outreach experiences 09:30 - The need to be informative than being overly salesy 12:15 - Use sales engagement tools sensibly else it becomes spammy 15:22 - The modern trends in prospecting 20:00 - It's about getting the tools & strategy combination right 24:05 - The role of gifting while prospecting 26:07 - Personalize your gifting with meaningful notes 31:49 - Gifting is about impact, not the $$ spent 35:40 - Humanize the outreach and relationship 39:25 - How to think about gifting based on ROI 41:08 - Key takeaway ➡️ The Modern SaaS Podcast Take a look at our other podcast episodes - https://www.avoma.com/podcast…
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1 Modern Prospecting with LinkedIn Social Selling 1:03:38
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Play Later Play Later Lists Like LikedIn this episode, Collin Cadmus (Revenue Growth Coach, Collin Cadmus, LLC) and Aditya Kothadiya (Co-founder & CEO, Avoma) discuss modern prospecting -- i.e., how to prospect in the modern SaaS era. ➡️ Key Points covered 00:00 - Intro 01:31 - What Collin Cadmus is upto, these days 04:05 - Make human sales more valuable than AI 07:52 - Recent bad experience when prospecting wasn't done well 15:58 - Why you don't recall great outreach experiences 18:56 - The mindset due to which prospecting fails 24:13 - How to get started with social selling on LinkedIn 27:07 - Start doing before selling it 32:00 - How building authority with authenticity works 39:33 - Converting the thought leadership into booking meetings 43:00 - Why it takes long for best practices to change 46:05 - Transition from dollars to value 54:02 - What does a forward looking SDR compensation model look like? 1:01:02 - Key highlights & takeaways…
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1 Driving the right curiosity behavior with data for CSMs 32:17
32:17 Play Later Play Later Lists Like Liked32:17
Play Later Play Later Lists Like LikedIn this episode, Mark Stagi (VP of Customer Success, Avoma) and Yaag discuss how to drive the right curiosity behavior with data for CSMs. Mark shares his experience on the do's and don'ts in QBRs and check-in meetings, how to make it valuable and relevant to the customer, and a lot more. ➡️ Key Points covered 00:00 - Intro 01:31 - Curiosity - a super power in tech 03:05 - Assessing curiosity of CSMs during interviews 04:36 - How curiosity helps in objection handling 07:03 - Leveraging curiosity in QBRs and check-in meetings 11:03 - Adding real value to your success conversations 12:56 - Preparation going into QBR meetings 16:13 - Keeping a tab on relevance and stickiness 21:05 - Not all questions are created equal 26:07 - What is the right amount of curiosity? 29:20 - Key takeaways…
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The Modern SaaS Podcast
In this episode, Stephen Cann (Director of Enterprise Sales, Avoma) and Yaag discuss how and when to challenge your prospect during a deal? Stephen shares his experience on how to challenge the prospect across stages such as prospecting, discovery, indecisive moments, and more. ➡️ Key Points covered 00:00 - Intro 01:37 - Challenging the prospects all the time 03:05 - Challenging at the prospect stage 04:15 - The key is to understand the problem 04:35 - Qualify and turn down meetings 06:10 - What to look for in the discovery stage 07:59 - Challenging during prospecting vs discovery 08:30 - Need to identify the perceptions of the prospect 10:20 - Helping to surface the problems 11:37 - Digging into the problem 2-3 levels deep 14:40 - Go beyond symptoms to understand the pain 15:40 - Don't be a Labrador rep :) 16:18 - Getting something in return for specific requests 19:48 - What to do when you sense indecision? 22:56 - What gives you the authority to challenge? 26:34 - Key takeaways…
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The Modern SaaS Podcast
In this episode, Nathan Hymas (VP Sales, Avoma) and Yaag discuss how to win competitive deals by truly understanding the rules of the game. Nate shares some brilliant perspectives on how the discovery works differently in a competitive deal, the evaluation process and roles, success metrics and a lot more. ➡️ Key Points covered 00:00 - Intro 01:06 - How is discovery done differently in a competitive deal 03:01 - Controlling the narrative 05:19 - Understanding the rules of the competitive deal 07:55 - Agreeing on the evaluation process 9:39 - What moves the needle? 11:30 - Identifying the success metrics 17:39 - Humanizing the conversation to win trust 20:25 - Key takeaways…
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The Modern SaaS Podcast
1 Should Customer Success Ops be under Customer Success or RevOps? 7:02
7:02 Play Later Play Later Lists Like Liked7:02
Play Later Play Later Lists Like LikedIn this episode, Naquiyah Cash (Gainsight Admin and CS Ops Consultant, Zywave) and Mark Stagi (VP of Customer Success, Avoma) discuss who is best positioned to own CS Ops. ➡️ Key Points covered 00:52 - It's not just about implementation, but about the process, enablement and strategy 02:16 - Should CS Ops sit within CS or RevOps or overall Ops? 05:10 - The key takeaway from Gainsight Pulse ➡️ The Modern SaaS Podcast Take a look at our other podcast episodes - https://www.avoma.com/podcast ➡️ Related resource https://www.avoma.com/blog/should-you-charge-a-fee-for-customer-success…
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The Modern SaaS Podcast
1 The shift in Customer Success approach to drive customer outcomes 4:10
4:10 Play Later Play Later Lists Like Liked4:10
Play Later Play Later Lists Like LikedIn this episode, Shrenik Mhatre (Senior Manager, Customer Success Architects, VMware) and Mark Stagi (VP of Customer Success, Avoma) discuss the shift in the customer success approach to drive customer outcomes. ➡️ Key Points covered 00:00 - Intro 00:48 - The change in Customer Success focus in the last couple of years 01:05 - The shift from reactive and feature focused CS to customer's outcomes 02:28 - The struggle in making the shift ➡️ The Modern SaaS Podcast Take a look at our other podcast episodes - https://www.avoma.com/podcast ➡️ Related resource https://www.avoma.com/blog/should-you-charge-a-fee-for-customer-success…
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