Damien Howley of Whip Around joins the team this week in a discussion that focuses on customer stakeholders.
While having a single-point of contact with a customer is known to be a potential point of failure, Damien takes things even further, outlining the need for multi-threading in relationship building.
This allows:
- better converstions based on common languages
- deeper insights into customer needs from a variety of lenses
- for more valuable conversations beyond just product
- your company to have a market advantage
- CSMs to move into a more strategic role with increased knowledge
Segmentation done well is a must in order to identify stakeholders who will add to the value.
What needs to happen in order to identify stakeholders and prepare CSMs for the move into multi-threaded relationships?
