InnerVentures

  • A jobs to be done primer to transform your innovation thinking

    Tony Ulwick, Founder of Strategyn and leading proponent of Jobs to be Done (JTBD) theory and innovation thinker extraordinaire, ran a webinar the other day. I could not attend due to the time it was being held but I did watch the recording that was sent out to registrants. Fascinating stuff and here are my…

    Stephen Danelutti

  • Product led growth is not a panacea – it is a good start

    Imagine not having to employ any sales or customer success people or adopt any of the tactics they use – because the product sells itself or gets utilised by users without any help. I’m being facetious, but in a nutshell that is the promise of product led growth.

    Stephen Danelutti

  • Employee Experience Platform – the birth of a category

    This week, Microsoft announced the launch of a new product called Viva (disclosure). Actually it is far more than a new product in many ways. It is also an attempt at consolidating technologies in the employee experience category as well as creating the category. It is also a shrewd leverage of the Teams as a…

    Stephen Danelutti

  • Another shift the pandemic has accelerated – enterprise sales

    B2B selling was already changing before COVID-19. I’ve written before about how I think customer success practices with their emphasis on product usage is changing sales to be more data and impact driven and more receptive to the user, not just the purchasing unit. This change is not unique to enterprise software sales – think…

    Stephen Danelutti

  • Metrics that matter in Customer Success

    I had an interesting conversation on LinkedIn the other day. It was based on a retrospective view of the customer success profession which I had written about on the State of Customer Success in 2018 after attending a conference. I captured the essence of the conversation in a DanelDoodle and discuss briefly here.

    Stephen Danelutti

  • The business of culture change in the tech industry

    I had interesting chats with customers and colleagues recently that I wanted to capture and share. The context was enterprise collaboration technology but I also wanted to expand a little on the increasing business of technology’s influence on culture more broadly and vice versa. It probably raised more questions than answers.

    Stephen Danelutti

  • Cloudy with a chance of churn and how to retain your SaaS customers

    One of the first things a customer will question in a downturn, is where they can cut or reduce recurring payments or OPEX. They will look for any reason, rational or otherwise. Licensing commitments aside, if you are a SaaS business and have been doing your job well, they should find only reasons to stay.…

    Stephen Danelutti

  • The product customer success cycle

    This DanelDoodle pretty much speaks for itself but just a few added notes. The feedback loop is the critical element for success (aside from the obvious one – the customer/user being at the centre of everything).

    Stephen Danelutti

  • Customer Success Influencers

    Not much elaboration needed but a few words just to be clear about what I am saying in this doodle:

    Stephen Danelutti