Customer Success Leader specializing in helping SaaS businesses scale to $100M in ARR
Kristi is currently the Chief Customer Officer at ClientSuccess, a customer success platform that helps SaaS companies manage customers and reduce churn. She specializes in building out customer success at hyper-growth companies on their way to $100M in ARR, and has built teams with as few as 3 and as many as 36 CSMs. Kristi has previously led Customer Success at IntelliShift,, BetterCloud, a SaaSOps platform, and Sisense, a business intelligence software company.
Areas of Expertise
1.
Building and Scaling CS Teams
Kristi has built CS teams ranging from 3 CSMs to a global team of 36 CSMs at companies with between $20-100M in ARR.
2.
Creating a Customer Health Score
Kristi’s approach to health scores is different from some common approaches; her scores start all customers in the “red” zone, with scores improving as customers start to engage and adopt. She prefers this approach because it removes the “red stigma.” A health score in the red isn’t a negative reflection on the CSM, it just means there’s work to do.
3.
High-touch and Self-guided Onboarding
Kristi has built out both CSM-led onboarding and specialized onboarding teams, along with the processes to support the onboarding process. She can also advise on how to use tech tools (a combination of a customer success tool, a product experience tool, and an LMS) to create self-guided onboarding experiences.