Can Sales & CS Team Up to Take Customers to Success? ft. Nicole Guarino

Unchurned - The No. 1 podcast for Customer Success

#updateai #customersuccess #saas #business

Nicole Guarino, the Director of Customer Success at Cambridge Mobile Telematics (CMT) joins hosts Jon Johnson, Principal CSM (Key Accounts) at UserTesting, and Josh Schachter, Founder & CEO of UpdateAI, to discuss the pivotal roles of sales and customer success in driving business expansion. Nicole sheds light on her transition from sales to customer success, sharing the challenges and insights she’s gathered along the way.

Timestamps

0:00 - Preview, BS, distracted driving & intros

14:10 - Nicole shares her company's goals & hurdles

20:25 - KPIs for CSMs

23:00 - Should CS offer support for renewals?

26:05 - Focusing on net new revenue & current revenue

29:20 - We are all revenue, we are all gonna win

30:05 - CS & Sales collaboration

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👉 Follow the podcast

Youtube: https://youtu.be/JprAz-o-dWk

Apple Podcast: https://apple.co/3dfWXmD

Spotify: https://spoti.fi/3KD3Ehl

👉 Connect with the guest

Nicole Guarino: https://www.linkedin.com/in/nicole-guarino-15a6468/

👉 Connect with hosts

Jon Johnson: https://www.linkedin.com/in/jonwilliamjohnson/

Kristi Faltorusso: https://www.linkedin.com/in/kristiserrano/

Josh Schachter: https://www.linkedin.com/in/jschachter/

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Keywords:

How to keep your customers happy, customer success manager, customer support, customer success management, Customer Success Manager role, Product growth, Sales-driven model, Usage-driven model, Customer engagement, Product-led growth, Sales-led growth, Revenue alignment, Net revenue, Customer success, Renewal expansion, Revenue goals, Enterprise client relationships, Telematics, Distracted driving, Safe driving habits, Technical account management, Usage-based insurance, Cambridge Mobile Telematics.

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Unchurned is presented by UpdateAI

About UpdateAI

At UpdateAI our mission is to empower CS teams to build great customer relationships. We work with early & growth-stage B2B SaaS companies to help them scale CS outcomes. Everything we do is devoted to removing the overwhelm of back-to-back customer meetings so that CSMs can focus on the bigger picture: building relationships.