Contents
How to Compete for Customers: Our Central Thesis
The Three Pillars of Customer Success
Chapter 1 Two Meta Trends Shaping the Competition
Meta Trend #1: The Customer First Revolution
Meta Trend #2: The Subscription Economy
Chapter 2 Making the Case for Customer Success
Managing in an Upside-Down World
The Economic Justification for Customer Success Delivery
Expanding Revenue by Building on Your Base
Extending Revenue with Referrals
Do You Really Care About Customer Success?
The Customer Success Investment Landscape
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