Today on the show we have Lizzy Rosen, the VP of Customer Success at Vendr.

In this episode, Lizzy shares her extensive experience in shaping the future of SaaS buying and how Vendr is revolutionizing the sales process to make it more efficient and transparent. We delve into the heart of objection handling, discussing how strategic approaches can significantly reduce customer churn and enhance retention rates in the competitive SaaS market.

We then explored the challenges and strategies involved in negotiation and pricing, and we wrapped up by discussing the crucial role of data in driving decisions and ensuring fair outcomes for both buyers and sellers.

As usual, I'm excited to hear what you think of this episode, and if you have any feedback, I would love to hear from you. You can email me directly at [email protected]. Don't forget to follow us on Twitter for the latest updates.

Mentioned Resources:

• Gong
• Vendr
• Vitally
• Redefining Customer Success Without Direct Engagement

Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.

Today on the show we have Adam Robinson, the CEO and Co-Founder of Retention.com.

In this episode, Adam shares his incredible journey of scaling Retention.com from zero to $20 million in ARR in just three and a half years, all without external funding.

We delve into the pivotal moments and strategies that propelled the company's rapid expansion, and Adam opens up about the challenges of navigating growth at such a fast pace. Adam's commitment to extreme transparency and building in public has set a new standard in the industry and offers valuable insights for entrepreneurs and business leaders alike.

We wrap up the discussion by touching on the importance of identifying and targeting the ideal customer profile, the role of strategic partnerships, and how Retention.com has navigated the complexities of expansion while maintaining a lean operation.

Mentioned Resources:

• Retention.com
• Maropost
• Jasper.ai
• Y Combinator
• Klaviyo
• Clearbit
• 6Sense
• Qualified
• Nordstrom
• Warby Parker
• Jolie  
• Dr. Squatch
• ZoomInfo
• Apollo.io
• Santosh Sharan 
• Hotjar
• Baremetrics

Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.

Today on the show we have Mohannad Ali, CEO of Hotjar.

In this episode, Mohannad shares his journey from VP of Engineering at HelloFresh to leading Hotjar. 

We dive into the nuances of B2B vs. B2C churn and retention strategies, drawing on his unique experience across both sectors. The conversation highlights the importance of understanding early vs. late churn and tailoring go-to-market strategies accordingly. 

Mohannad also offers a fresh perspective on the evolving role of technology in product-led growth and customer retention, especially in the context of AI and machine learning.

Mentioned Resources:

• Hotjar
• HelloFresh

Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.

Today on the show we have Casey Hill, the Senior Growth Manager of ActiveCampaign.

In this episode, Casey shares his insights on navigating churn by focusing on the critical stages in the user journey to foster loyalty. 

We explore the nuances of addressing churn from initial engagement through to long-term retention, highlighting strategies for each phase: activation, impact/results, and loyalty. 

The discussion offers actionable advice on how to enhance customer retention rates and improve the overall customer experience.

Mentioned Resources:

• ActiveCampaign
• Bonjoro
• McKinsey
• BlackRock
• Growth Mentor
• Hill Gaming Company  
• Kickstarter 
• MarTech
• Magic: The Gathering
• ChatGPT
• David Sacks 
• Hotjar
• Slack
• Jason Lemkin 
• Patrick Campbell 
• Intercom

Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.

Today on the show we have Andrew Capland, a growth advisor and onboarding specialist with rich experiences at HubSpot and Wistia.

In this episode, Andrew shares his journey from HubSpot to Wistia, outlining the evolution of his approach to user onboarding and growth. Andrew walked through 6 key steps of a successful onboarding framework to increase activation and reduce churn. 

We then discussed the importance of personalized user experiences and how businesses can implement these strategies to achieve remarkable customer retention. Andrew wraps up the conversation by emphasizing the critical role of continuous learning and adaptation in the ever-evolving SaaS landscape.

Mentioned Resources:

• Delivering Value
• Postscript
• Wistia
• HubSpot
• Digitas
• Disney
• Aflac
• Bank of America
• Hotjar
• Appcues
• Intercom
• Pendo 

Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.

Today on the show, we have Teresa Torres, an internationally acclaimed author, speaker, and coach.

In this episode, Teresa shares her insights on using continuous discovery as a crucial tool for achieving product-market fit and effectively reducing churn. She explains how her approach helps product teams make informed decisions by integrating continuous customer feedback into their daily processes.

We then discussed the impact of continuous discovery on product development, showcasing Teresa's strategies for aligning product offerings more closely with customer needs. We wrapped up by exploring practical steps for implementing continuous discovery practices to enhance customer retention and drive product success.

As usual, I'm excited to hear what you think of this episode, and if you have any feedback, I would love to hear from you. You can email me directly at [email protected]. Don't forget to follow us on Twitter.

Mentioned Resources:

• Product Talk Org
• Continuous Discovery Habits book
• Riverside
• Awkward Silences

Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.

Today on the show we have Elliot Kohtz, the VP of Success at Mixmax, a leading sales engagement platform.

In this episode, Elliot shares his insights on the evolving landscape of customer success (CS) and its pivotal role in driving sales and securing retention, especially during economic downturns. We delve into the challenges of tool consolidation and budget constraints, discussing strategies for becoming an indispensable tool that companies consolidate towards rather than away from.

We then explored how Mixmax leverages its comprehensive suite of tools to enhance sales engagement and customer success, making it a Swiss army knife for revenue-generating teams. Elliot also highlighted the importance of having meaningful, sometimes tough, conversations with customers about consolidation, budgeting, and the value Mixmax delivers.

Wrapping up, we discussed the importance of adapting CS strategies to maintain and grow customer relationships in challenging economic times, emphasizing proactive engagement and the need for CS teams to be equipped to handle commercial conversations effectively.

Mentioned Resources:

• Mixmax
• QuanticMind

Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.

Today on the show, we have Sofia Quintero, the co-founder of Collie.

In this episode, Sofia shares her journey from founding EnjoyHQ to her role in shaping Collie, a tool that integrates all engineering rituals into one platform, fostering trust and efficiency through asynchronous communication. With a rich background that includes leading growth at GeckoBoard and navigating EnjoyHQ through acquisition by UserZoom, Sofia brings a wealth of knowledge on scaling startups, product innovation, and market fit.

We delve into the critical aspects of product development, from identifying genuine user pain points to creating tailored solutions that drive growth. Sofia emphasizes the significance of aligning product offerings with market demands and the dynamic process of adjusting to user feedback while staying true to the product’s core value proposition.

Mentioned Resources:

• EnjoyHQ
• Collie
• Geckoboard
• UserZoom

Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.

Today on the show, we have Kristi Faltorusso, the Chief Customer Officer at ClientSuccess. 

In this episode, Kristi shares her journey from IntelliShift to her current role, revealing how her experiences have shaped her approach to customer success.

Kristi then discusses the transformative impact of AI on customer success strategies, emphasizing how these technologies are streamlining processes, enhancing efficiency, and unlocking new potential for both teams and customers. 

We then explored the crucial role of content in building successful customer relationships, underscoring the evolving nature of customer success roles.

We wrapped up with Kristi addressing the challenges and opportunities presented by the current market conditions where she provided practical advice on optimizing customer success strategies and highlighted the importance of being agile and proactive in this ever-changing landscape.

As usual, we're excited to hear your thoughts on this episode, and if you have any feedback, we would love to hear from you. You can email me directly at [email protected]. Don't forget to follow us on Twitter for more updates.

Mentioned Resources:

• ClientSuccess
• IntelliShift
• KristiFaltorusso.com
• ChatGPT

Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.

Today on the show we have Jim Schattin, the Chief Customer Officer at Algolia.

In this episode, Jim shares his unique experiences in shaping customer success strategies in different technological environments. We dive deep into the contrast between cloud-based and on-premise solutions, examining how customer engagement and success practices vary across these platforms.

We then discussed the evolution of customer success from his time at Alteryx, focusing on the challenges and rewards of managing on-premise solutions. We wrapped up by discussing his current role at Algolia, shedding light on how customer success is managed in a cloud-centric organization.

Mentioned Resources:

• Alteryx
• Algolia

Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.