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December 29 , 2007

Effective Customer Success Execution

A Customer Centric Approach to Creating a Customer for Life


“Customer experience,” or CX, has become a hot topic in the past decade. This guide will show you how to build a world-class customer experience model that delivers a results-driven approach that ensures a consistent, repeatable, and quality customer experience for your clients over the long term. As an executive with 30 years’ corporate experience and 20 years in high tech, I have helped dozens of companies develop a successful customer experience model. This book builds on those results to share proven strategies that work. This model has been developed over the last 20 years from my experience building a customer experience approach in the high tech industry for companies like Hyperion, Cognos, Ascential, IBM, and Workfront (formerly AtTask). I have optimized the model over time by targeting works in order to build the best results-driven customer experience model. In short, the most successful customer experience model generates an increase in sales and long-term customer fans in a profitable way. The model I have found successful and executed at WorkFront created a consistent approach to selling and servicing customers that increased sales, created a profitable services organization, improved renewal rates, and provided an increase in expansion opportunities.
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