the operating model transforming "as-a-service" businesses
TRANSCRIPT
The Operating Model Transforming “as-a-Service” Businesses
Hello, my name is Lincoln Murphy I am the Growth Architectfor Winning by Design™
@LincolnMurphy
Take the Power BACK!
The Power has Shifted
Customers Have ALL the Power
Pay as you go SubscriptionsNo Vendor Lock-in
Low switching costsFew barriers to exit
We have to PROVE our
value everyday!
This FREAKS
Vendors Out
Take the Power BACK!
But what if it’s NOT abouttaking the
power BACK?
The POWER is
Distributed
So who has the power?
#WOCinTech Chat
We’re all in this
TOGETHER!
Make your Customers POWERFU
L!
Focus onCUSTOMER SUCCESS
Desired OutcomeCustomer Success is when customers achieve their
interactions
through with your companytheir
- Lincoln Murphy
“”
The Future of Business
ISCustomer Success
Action is Required
#WOCinTech Chat
The Potential is
HUGE
Revenue x Multiplier = ValueImproving CAC ratiosIncreasing LTVIncreasing ASPSaving & improving TAMAbility to acquire talent
There’s more!
Change is HARDMoving away from sales-driven culture
Thinking long-term instead of short
Cross-functional cooperation
Desired OutcomeCustomer Success is when customers achieve their
interactions
through with your companytheir
- Lincoln Murphy
“”
Draw a Line in the Sand
What you’ll HEARBut we don't have churn.
We have multi-year contracts!We already provide support.
Premium Customer Success?
You don't have
to be SICKto get
BETTER
This is a Time for Empathy
#WOCinTech Chat
The FIGHT is
Worth It
Changing is HARD.CHANGE is worth it.
Customer. SUCCESS.
The Downside Risk is Real
What we WANT from our customers
Stay longer Buy more Invite us into other parts of their
company Tell their friends & co-workers about us
But it's not magic
Create a REAL Predictable Revenue
model
Know them, map their path, uncover the milestones
When your CUSTOMERS
Succeed...
YOU Succeed!
Thank You!
The Operating Model Transforming “as-a-Service” Businesses
You are awesome. Thank you for attendingLearn more about me at
http://sixteenventures.comAnd contact me via
[email protected]@LincolnMurphy