Compensating and Incentivizing the Right Behavior for Customer Success
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Transcript of Compensating and Incentivizing the Right Behavior for Customer Success
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© 2016 Sprinklr, Inc. All rights reserved. 1
Compensating and Incentivizing the Right Behavior for Customer Success
March 22th, 2016
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© 2016 Sprinklr, Inc. All rights reserved. 2
• Me:
• Luke Quanstrom
• AVP Client Success @ Sprinklr
• You:
• Success?
• People leader?
• <10 person team?
• >100 person team?
Let’s get to know each
other…
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© 2016 Sprinklr, Inc. All rights reserved. 3
Sprinklr provides the world’s most sophisticated social technology and the only software platform that’s
purpose-built for large enterprises to create better experiences with their customers across social
channels and branded websites.
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© 2016 Sprinklr, Inc. All rights reserved. 4
Section I
The Characters
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Growth?
Retention?
Delight?
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© 2016 Sprinklr, Inc. All rights reserved. 6
Section II
The Setting
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Behavior drives outcomes•Sell
•Delight
•Support
•Drive Value
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© 2016 Sprinklr, Inc. All rights reserved. 8
Section III
The Plot
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DWYSYW
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© 2016 Sprinklr, Inc. All rights reserved. 10
Section IV
The Conflict
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© 2016 Sprinklr, Inc. All rights reserved. 12
Section V
The Resolution
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Define those outcomes;ü I want growth in ARR:
ü I want to retain revenue:
ü I want to retain logos:
ü I want to delight customers:
ü I want to support customers:
ü I want to drive business value:
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© 2016 Sprinklr, Inc. All rights reserved. 15
Section II
?
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16 © 2016 Sprinklr, Inc. All rights reserved.