Bizz Talk

According to Ashvin Vaidyanathan, CCO Gainsight most CS leaders go wrong when they typecast themselves and their teams into solving just one type of challenge, however best in class leaders pivot very quickly as the business and challenges evolve. One such pivot which is redefining the tech industry is the relationship between CS & Product. This week on Bizz Talk, Ashvin talks about how CS is the most scalable form of VOC & should be playing a crucial role in shaping product roadmap decisions. If you are a CS or product leader, Ashvin has shared some great insights on how to built and execute towards this. Hope you enjoy the conversation!

The relationship between these teams is vital to an organisation's success. More often than not these teams are either operating in silos, playing the blame game when it comes to discussing customer acquisition and churn. However, there are organisations that understand the criticality of this dynamic and have built a healthy relationship which in turns pays dividends in acquiring, retaining and growing the right customers. Jamie Wang who leads the enterprise business for SimilarWeb shares Insights on how an ideal partnership looks like and how can each of these teams can feed off each other. Tune in to our conversation, some practical and mike drop moments await you.

We wanted to get an understanding around building and scaling key account practices from the lens of a startup and our guest Sumeet Kumar was a perfect fit as he has built and scaled key account practices at Icertis and is currently working at another hyper growth startup Whatfix to build this from ground up He shared Insights around - When should startups decide to invest in a key account practice How should they segment customers Skills to hire for Key Account Managers Building a supporting team for key accounts Systems and tools Etc…. Tune in to our conversation with Sumeet to learn more!

Every organisation is striving to be customer first/centric/obsessed but how many have truly adopted a customer obsessed approach? In our conversation with Ziv Peled, Chief Customer Officer at AppsFlyer, he shares some of the key ingredients towards building a customer-obsessed organisation. Ziv was the 7th member to join AppsFlyer back in 2013 and the inaugural member of the customer success team. He has founded, built, driven and evolved customer success making AppsFlyer truly customer-obsessed. Today, AppsFlyer has over 200 CS members, they are the market leaders in the mobile app attribution space capturing more than 70% of the market share. Tune in to our conversation and take notes on some of the initiative and learnings he shares.

In this episode, Navin share his mantra of Dream BIG and be BOLD that has enabled him to think beyond the obvious to find a vision for his customers and then partner with them to co-create and execute on this vision. This has been his secret sauce when he reflects back after completing 10 years of his professional experience with 8 years spent as a Key Account Manager in firms like Wipro, Vodafone, Gartner and Linkedin He shares one such story during his days at Vodafone when he pitched to executives of a large beer manufacturing company of how he will help them brew the best beer and serve it chilled. It's an interesting story and Navin takes us through various stages of this deal. Tune in to our conversation for more.

An amazing conversation with Sanjeev Nikore around building relationships with CxOs based on trust and value addition. Before founding Strategies2scale Sanjeev spent 35+ years of his professional experience as the co-founder of HCL comnet and leading various business functions and strategic initiatives at HCL and Tech Mahindra. According to him, one of the single biggest differentiators to winning big with your key accounts is building credible relationships with C-suite. He shares his frameworks and a step by step process to build these relationships. So if you are a CEO, a leader of Key Accounts or a key account manager at your organisation then tune in to our conversation.

This week we spoke with Milind Katti, CEO-DemandFarm on Key Account Management We discussed how should companies define their Key Accounts, create winning teams, account planning frameworks and lot more So if you are a CEO, thinking about scaling or building successful Key Account teams or a leader of Key Account management at your organisation or a professional trying to move to the Key Account Management role then tune in to our conversation.