How should Customer Success Managers actually use data?

In this episode, Denny Burda, Chief Customer Officer at River Consultancy Group, to break down a simple framework for turning customer data into insights, conversations, and actions that drive retention and expansion.

Many Customer Success Managers have access to dashboards, metrics, and usage reports but struggle with what to do with the data. Instead of getting lost in spreadsheets or overwhelming QBR slides, Denny explains how CSMs can move from raw data to meaningful customer conversations using a practical appoach:Signals → Insights → Conversation → ActionTogether, we explore the three key phases of working with data in Customer Success:

1. Data AnalysisLearn how to identify meaningful signals in customer data and avoid the classic “garbage in, garbage out” problem.

2. Turning Data Into InsightsData alone doesn’t create impact. Denny explains how to interpret signals to uncover early warnings for churn, identify expansion opportunities, and prioritize the right customers.

3. Data Presentation & StorytellingMany CSMs rely too heavily on dashboards or QBR slides.This framework helps Customer Success Managers turn numbers into strategic conversations that build trust with customers and executives. Listen now to learn how to transform customer data into clear insights, stronger conversations, and better outcomes.

In this episode we have the honor of having two of the most respected leaders in CS, Jan Young and Ralphie White, to unpack how the shifting global market, AI, and new pricing models are changing Customer Success, and what you can actually do about it.

They get into why the market shift isn't temporary, how consumption and outcome-based pricing are changing the CSM role, why AI is pushing CS away from "gap-filling" toward specialized, technical, revenue-owning work and honest, practical advice for breaking into CS and protecting your career in 2026.

Referenced in this episode:– ChurnZero 2026 CSM Confidential Report - https://churnzero.com/csm-confidential-2026-thank-you/?submissionGuid=f2ce52ae-f4d7-493d-8368-a00a764168e5 – Zylo 2026 SaaS Management Index - https://go.zylo.com/l/504631/2026-01-27/7ptsnt/504631/1769532725LybGFvUo/2026_saas_management_index_zylo.pdf?_gl=1*1e5otfv*_gcl_au*MTA2NzE2MDIyMy4xNzczNzY3ODk4 – S&P Global AI & Labor Landscape 2026 - https://www.spglobal.com/en/research-insights/special-reports/ai-impact-on-employment-2026– Book: The Strategic Customer Success Manager by Chad Horenfeldt - https://www.strategiccustomersuccess.com/– Podcast: AI Daily BriefConnect with our guests:Jan YoungLinkedIn — https://www.linkedin.com/in/jan-young-cx/CxXchange SuccessHour - https://www.janyoungcx.com/#newsletterJan's community sessions: https://go.stepupxchange.com/nexgen-cs-leadershipRalphie WhiteLinkedIn — https://www.linkedin.com/in/ralphiewhite/Website — https://www.radicalcs.com/

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Instagram — https://www.instagram.com/cstalkspodcast/

TikTok — @customer.success6

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Website — https://cstalkspodcast.com/

What if your Quarterly Business Review didn’t need 30 slides and an hour-long meeting to deliver value?

And to discover how to change this, I sat down with Customer Success leader Andrea Bumstead to break down her powerful 15-Minute QBR framework, a practical approach that is challenging the way SaaS companies run customer conversations.

Andrea, former VP of Customer Success and founder of CS Impact, shares why traditional QBRs often fail to create real value for customers and how Customer Success teams can shift from reporting metrics to driving meaningful business outcomes. Together, we explore how Customer Success Managers can create high-impact executive conversations, connect product usage to customer value, and use AI and automation strategically to scale engagement without losing the human element.

You’ll also learn how to structure a 15-minute QBR, how to prepare for it effectively, and how to adapt the framework across different customer segments to improve customer retention, engagement, and overall customer experience.

If you’re a CSM, CS leader, or SaaS professional looking to run more strategic customer conversations, this episode is packed with practical insights.

WHAT YOU'LL LEARN

• Why many QBRs fail to deliver value for customers

• The structure of the 15-Minute QBR framework

• How AI can support Customer Success strategies

• Why customer segmentation matters when scaling QBRs

Here are the links to where you can find Andrea:

LinkedIn - https://www.linkedin.com/in/andreabumstead

Substack: https://csimpact.substack.com/

Instagram: https://www.instagram.com/customersuccessimpact/

15 minute QBR framework: https://csimpact.substack.com/p/the-15-minute-qbr-framework

Connect with us:

Andrea Bumstead -https://www.linkedin.com/in/andreabumstead/

Bayron Toruno - https://www.linkedin.com/in/bayron-toru%C3%B1o-solano-3a9408113/

Follow us on:

Instagram - https://www.instagram.com/cstalkspodcast/

TikTok @customer.success6

Explore Our Podcast Website

- https://cstalkspodcast.com/

The conversation delves into the origins and evolution of the Getting Things Done methodology, emphasizing the importance of capturing, clarifying, organizing, and reviewing tasks and commitments. It explores the universal principles of productivity, the popularity of the methodology, the role of the mind in idea management, the capture habit, the importance of capturing tasks and ideas, clarifying tasks and ideas, the weekly review, and the challenge of making decisions. The conversation delves into the importance of thinking and deciding, the management of personal and digital systems, and the impact of the GTD methodology on productivity. It emphasizes the need for clarity and organization in personal and professional life, highlighting the role of decision-making and the effective use of digital tools.

Takeaways

* Getting Things Done methodology by David Allen focuses on capturing, clarifying, organizing, and reviewing tasks and commitments.

* The methodology emphasizes the importance of making decisions about tasks and commitments to reduce mental clutter and increase productivity. Thinking and deciding

* Managing personal and digital systems

* The impact of GTD methodology on productivityGetting Things Done (GTD) official website, where you can learn more about GTD and purshase David's book:

https://gettingthingsdone.com/

Connect with Us:

David Allen - https://www.linkedin.com/in/davidallengtd/

Bayron Toruno - https://www.linkedin.com/in/bayron-toru%C3%B1o-solano-3a9408113/

Follow us on:

Instagram - https://www.instagram.com/cstalkspodcast/

Tik-Tok @customer.success6

Explore Our Podcast Website - https://cstalkspodcast.com/

Struggling to stay productive as a Customer Success Manager while juggling endless tasks, Slack messages, and urgent requests?In this episode we break down what real productivity looks like for CSMs—and why being busy doesn’t always mean driving impact.Joined by Leslie Venetz, a top 1% B2B sales expert, speaker, and author of Profit Generating Pipeline, we explore how Customer Success professionals can move from reactive work to intentional, revenue-driving execution.This episode answers key questions every CSM faces:How do you prioritize when everything feels urgent?How do you stay focused in a reactive environment?How can productivity directly impact retention, expansion, and revenue?Leslie shares practical frameworks and proven strategies, including:Why “if it’s not repeatable, it’s not scalable” (and how to apply this in CS)The concept of a Key Result Area (KRA) as your single source of focusHow to use batching (task clustering) to eliminate context switching and increase efficiencyThe truth about “false urgency” and how it’s hurting your performanceThe Delegate, Delete, Diarize framework to manage overwhelming workloadsHow to use the Urgent vs Important Matrix to prioritize what truly mattersWhy top performers protect time to “work on the business,” not just in itYou’ll also learn how small changes—like time blocking, managing expectations with stakeholders, and creating thinking space—can significantly improve your productivity and long-term impact.🎯 By the end of this episode, you’ll know how to:Focus on what actually drives revenue and retentionBuild repeatable productivity systemsReduce stress from constant interruptionsBecome a more proactive and strategic CSMIf you’ve ever ended your day wondering “What did I actually accomplish?”—this episode is for you.Learn more about The Sales-Led GTM Agency - https://salesledgtm.com/services/Buy Your Copy of Profit Generating Pipeline - https://salesledgtm.com/shop/Connect with Us:Leslie Venetz - https://www.linkedin.com/in/leslievenetz/Bayron Toruno - https://www.linkedin.com/in/bayron-toru%C3%B1o-solano-3a9408113/Follow us on:Instagram - https://www.instagram.com/cstalkspodcast/Tik-Tok @customer.success6Explore Our PodcastWebsite - https://cstalkspodcast.com/

Most CSMs focus on product usage—but real impact comes from understanding the business behind the customer.In this episode of Customer Success Talks, I sit down with Maranda Dyskonski, Chief Customer Officer, to explore how to dig deeper, avoid assumptions, and create real, measurable value for your clients.We cover:- Why vertical SaaS can give deeper insights than horizontal SaaS- How to map customer personas for onboarding, engagement, and retention- Using AI to uncover actionable customer insights- Communicating value proactively and scaling your CS strategy

Connect with Us:

Maranda Dziekonski - https://www.linkedin.com/in/marandaanndziekonski/

Bayron Toruno - https://www.linkedin.com/in/bayron-toru%C3%B1o-solano-3a9408113/

Follow us on:

Instagram - https://www.instagram.com/cstalkspodcast/

Tik-Tok @customer.success6

Explore Our Podcast Website - https://cstalkspodcast.com/

#CustomerSuccess #SaaS #CustomerInsights #CustomerEngagement #AIinCS #CustomerRetention

Customer Success isn’t just about relationships anymore—it’s about revenue.If you can’t talk money, you can’t influence outcomes.In this episode of Customer Success Talks, I’m joined by Laura Kightlinger, Customer Success and Financial Acumen expert, to unpack why financial understanding is becoming a must-have skill for modern CSMs—and how it directly impacts churn prevention, growth, and credibility with customers.We talk about how CSMs can confidently communicate value, identify revenue opportunities, and collaborate better with sales—without needing a finance background.🎧 What you’ll learn in this episode:- Why financial acumen is a career accelerator for CSMs- How to use data to build authority with customers- The real connection between revenue, retention, and trust- How to spot upsell opportunities without sounding salesy- Why “there’s no dumb question” is a mindset, not a cliché⏱ Chapters00:00 – Why financial acumen matters in Customer Success10:24 – Mental fitness and confidence as a CSM18:25 – Communicating value in revenue terms30:10 – Preventing churn with data-driven insights38:41 – Growth opportunities and upsells43:24 – Collaboration between CS and Sales👉 If this episode resonates, don’t forget to like, subscribe, and share it with another CSM who wants to level up.

A special thank you to the Boutique hotels for sponsoring today's episode. Without their support, this episode wouldn't have been possible. "The Beautique Hotels, Where Beauty meets Boutique!"

Check out their properties: https://www.thebeautiquehotels.com/en/

Take a look at Laura's two advisories:

- Mindfuel: https://www.linkedin.com/company/mindfuel-fit/

- Ellekey Advisory:

Connect with Us:

Laura Kightlinger - https://www.linkedin.com/in/laurakightlinger/

Bayron Toruno - https://www.linkedin.com/in/bayron-toru%C3%B1o-solano-3a9408113/

Follow us on:

Instagram - https://www.instagram.com/cstalkspodcast/

Tik-Tok @customer.success6

Explore Our Podcast Website - https://cstalkspodcast.com/

#CustomerSuccess #FinancialAcumen #CSMStrategies #RevenueGeneration #CustomerRetention #SaaS #ChurnPrevention

Customer Success is often described as a people-first role…But what happens when empathy has no boundaries?In this episode, I sit down with Diego Ospina Lopez for a real, honest conversation about the human side of Customer Success — the part that doesn’t always show up in playbooks or frameworks.We explore how strong customer relationships are built on human connection, but also why empathy without boundaries can quietly lead to burnout and self-abandonment.This isn’t a tactical “do more” conversation.It’s about learning when to pause, communicate clearly, and protect both the customer relationship and yourself.In this episode, we cover:- Why empathy alone isn’t enough in Customer Success- How setting operational and emotional boundaries improves customer trust- The danger of treating everything as urgent- Managing customer expectations through transparency- Why perfection isn’t required — progress is- The role managers play in reducing stress and burnout- Why community and self-awareness matter more than we admit in CSAs Diego puts it:“You need to start small.”“You need to keep it real.”And most importantly… “Be kind to yourself.”A special thank you to the Boutiquehotels for sponsoring today's episode. Without their support, this episode wouldn't have been possible. "The Beautique Hotels, Where Beauty meets Boutique!"Check out their properties: https://www.thebeautiquehotels.com/en/

Take a look at Diego's community "Success Hub" where they are shaping the future of Customer Success, from Porto to the World.

https://www.linkedin.com/company/success-hubpt/

Connect with Us:

Diego Ospina López - https://www.linkedin.com/in/jdiego-ospina/

Bayron Toruno - https://www.linkedin.com/in/bayron-toru%C3%B1o-solano-3a9408113/

Follow us on:

Instagram - https://www.instagram.com/cstalkspodcast/

Tik-Tok @customer.success6

Explore Our Podcast Website - https://cstalkspodcast.com/

Getting your first Customer Success leadership role can feel impossible.Most job descriptions ask for 3–5 years of management experience…but how do you get that experience if no one gives you the first opportunity?In this episode, I sit down with Bhumika Arora to break down how Customer Success Managers can position themselves for their first leadership role — even without the title.This episode is the final part of the series: "Becoming a CS Leader for the First Time."We cover the real strategies that hiring managers look for, including:- The difference between management and leadership- Why job descriptions ask for 3–5 years of experience- How to prove leadership without being a manager yet- How to position your CV and LinkedIn for leadership roles- The importance of mentoring, influence, and visibility inside your company- How to show business and revenue impact as a CSM- A 1-year roadmap to becoming a Customer Success leaderWant to learn more about Ruffday? https://www.linkedin.com/company/ruffday/posts/?feedView=allConnect with Us:Bhumika Arora- https://www.linkedin.com/in/arorabhumika/Bayron Toruno - https://www.linkedin.com/in/bayron-toru%C3%B1o-solano-3a9408113/Follow us on:Instagram - https://www.instagram.com/cstalkspodcast/Tik-Tok @customer.success6Explore Our Podcast Website - https://cstalkspodcast.com/

In today's CSM Quick Lesson with Andrea Rijna

Understanding the SPICE model can transform client conversations. This customer-centric approach builds rapport and ensures solutions are tailored to real needs, making clients more receptive to your recommendations.

You can find the full conversation below:

YouTube - https://www.youtube.com/watch?v=l74HK8xHMM8

Spotify - https://open.spotify.com/episode/32GybVTI5YPagqFycfA1ml?si=A_rSWxtXQ4i1mifDpIGqlA

Linkedin:

Andrea Rijna- https://www.linkedin.com/in/andrearijna/

Bayron Toruno - https://www.linkedin.com/in/bayron-toru%C3%B1o-solano-3a9408113/

Follow us on:

Instagram - https://www.instagram.com/cstalkspodcast/

Tik-Tok @customer.success6

Explore Our Podcast Website - https://cstalkspodcast.com/