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Customer Success with No/Limited Usage DataDriving Services Revenue
Tim DickinsonSailPoint
Loma MillerSailPoint
#Pulse2017
©2017 Gainsight. All Rights Reserved.
Agenda
Living without Customer Data
What Customer Data is Important?
Simple Services Offerings
How to Create Revenue Opportunities
©2017 Gainsight. All Rights Reserved.
Industry leader in Identity Governance
On-Premise and SaaS offerings
800+Customers
750+Employees
14CSMs
2006Founded
2CSM
Managers
1CSM
Sr. Director
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There are two types of people in this world:
1. Those who can extrapolate from incomplete data
©2017 Gainsight. All Rights Reserved.
You still need some data.
©2017 Gainsight. All Rights Reserved.
Types of services delivered by SailPoint or its Partners• Health check• Code review• Governance• Specific integration packages• Upgrades
Have a flexible option: Expert Services hours• First step of engagement is always discovery
Simple Service Offerings
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Turning Limited Data into Dollars
Start Small•• Less will lead to more••Simple one-pagers••Minimal commitment
Market Constantly••Align with compelling events••Use the Support data••Services maintains presence••Stay away from generic campaigns
Sample the Goods•• ‘Free Hours’ bucket••Services-led demos••Office hours
Motivate••SPIFFs••CSM incentives
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Questions?
Tim [email protected], Customer Success
Loma [email protected]
Manager, Customer Success
©2017 Gainsight. All Rights Reserved.
THANK YOU
©2017 Gainsight. All Rights Reserved.
#Pulse2017
