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Jeff BreunsbachFounder
Managing Partner | Customer Imperative

[Industry Webinars/Events] - July 2020

Please use this thread as a place to put Events, Webinars, etc. 

 

Thread
Adoption

What are some of the challenges with your feature adoption roadmap?

Some of the challenges I have seen with this:

We front load the roadmap with core features and then our key differentiators are in the back.

The problem I have experienced with this is that we lost their attention once they felt their immediate needs were solved.

We focus on top 10 features and at times the features are unrelated to each other. Makes the value progression move all over the place.

 

What other challenges do you experience?

 

Gurdev Anand
Sr. Customer Experience Manager

A little late to the game, but hope I can still share some thoughts!

We've leveraged churn data to drive product enhancement decisions and now hold Product and Engineering accountable to help drive down churn.

What do I mean by this?

Each customer that is severely dissatisfied or wants to cancel gets a call from our Customer Experience team. If they choose to cancel, we ask a few probing questions and bucket these reasons in Salesforce. Took us a few quarters, but we've honed in on what these buckets should look like for our org. For the "Product" bucket, we... (More)

Thread
Outcomes
Janet Szymanski
Pharmaceutical Sales | Recruiter | Business Development | Product Launch | Resources Specialist | Talent Acquisition | Consultant | Self-Starter | Healthcare

In B-to-B settings pricing performance

In B-to-B settings, research suggests that pricing performance improves when pricing authority is spread horizontally across the sales, marketing, and finance units and when there is a balance in centralizing and delegating that authority between individual salespeople and teams and central management. Any thoughts? Kotler, P. T., & Keller, K. L. (2016). Framework for marketing management (6th ed.). Boston, MA: Pearson.