In this episode, Adam and Dave are talking to Ethan Douglas and Victoria Montague from the Customer Success team at Vonage. They dive into the Customer Success tactics the various business units at Vonage are using to retain and grow accounts. If you're looking for tactical insights to improve your experience program, this episode is for you.
Adam talks with the father of NPS, Fred Reichheld about his new book, "Winning on Purpose". Adam and Fred dive deep on the origins of NPS, how companies are doing it right (and wrong), NPS's accounting companion "Earned Growth", and how digital transformation has made the metric even more powerful.
Adam Dorrell, CEO of CustomerGauge, and Adam Ramshaw, Head of Genroe talk with Janine Scott about how the B2B feedback and Net Promoter program evolved at Wolters Kluwer. They dive into how they kept up “organizational momentum” as well as how the market has changed. We touch on how you can get different feedback by asking in-app or offline. Transparency is very much part of the Wolters Kluwer program, and Janine adds her tip for success: have a “Strategy One-Pager” and make sure you keep it alive!
In today's episode of the Account Experience Podcast, Adam Dorrell is talking with the CEO of ICON, Helen Hickin. You read the title correctly. Helen and her team have been able to achieve a 100% response rate, a 98% retention rate, and an astonishing 80% of new business comes from referrals. If that's not a world-class experience program, I don't know what is.
Sit back a listen to Helen as she discusses the nuts and bolts of the ICON experience program and how it works.
Adam and Dave talk with Customer Experience Guru, Maurice FitzGerald. Maurice has had an extensive career in CX working with some of the largest tech companies in the world. In this episode he dives into predictive NPS, why it's so important to spend more time with your passives, the most important people to get to respond to your surveys, and the best (and worst) department for a B2B experience team to live.
They say "Every day is a school day", and I continually learn from our guests on The Account Experience™ Podcast. Today's lesson was how Briggs Equipment doubled their CX response rate, by thanking customers and giving to charity!
I was delighted that GEMMA BEDDOW from engineering equipment specialist Briggs shared details of their #AccountExperience program with myself and Liam Prince. She discussed how they turned around their #NetPromoter program to deliver the best #b2b experience to their clients. Gemma explained how they tie #NPS to #retention, make sure that staff embrace all feedback (positive or negative or bad) and make sure that they get real time information to key account staff.
A great takeaway is how a 9 or 10 score from a customer triggers an internal email to the relevant employee to relay a hearty “Thank You”.
She also explained that to boost response, they started to make a donation to charity. And as a result, they have raised more than GBP4000 for Prostate Cancer UK, which is something that the company (and the clients) are very proud. A great listen for b2b service program managers - Briggs just do it right!
Adam and Dave are talking with Tzachi Ben-Sasson, Organizational Psychologist and Head of Global Voice of the Customer at Amdocs. Tzachi talks about how he uses WIIFM (What’s in it for me?) to create a better experience for their customers. The idea is to create win-win situations for all parties participating in the program, including C-suite, account managers, and also customers, who often can be resistant to feedback programs.
Tzachi also goes into the importance of tying revenue to your program; making sure account managers are bonused on getting feedback and then enacting it to make the difference to show the value for customers.
Adam is joined by Ian Luck, VP of Marketing at CustomerGauge to talk about the latest book, "The State of Account Experience, B2B NPS and CX Benchmarks Report". In the book you'll not only find industry benchmarks, but you'll also learn actionable tips on measuring feedback, acting on feedback, growing revenue from your program, cultural changes to make it work, and stories from some of the best B2B companies in the game. Download the book for free here: https://customergauge.com/ebook/b2b-nps-and-cx-benchmarks-report
Adam and Dave are joined by Randolph Carter, Director of Marketing at Rentokil to talk about how Rentokil is building a global brand on experience.
Everything SugarCRM does from a strategic planning standpoint if rooted in one question: Will the help us turn this into a customer for life? Today Adam and Dave are talking with Chris Pennington, Chief Customer Officer at SugarCRM to see exactly how they're making that a reality.