GUIDE RECOMMENDATIONS FOR

Hi Marley
Scaling Customer Success
Recommended because: Hi Marley is hiring for CSM and CS systems roles. The guide below is on sales ops, but Sean has also built CS ops.

Codifying Your Company’s Customer Success Playbooks

Kristi Faltorusso is currently the VP of Customer Success at ClientSuccess and has previously led the function at IntelliShift, BetterCloud, and Sisense. Her specialty is scaling customer success at hyper-growth companies on their way to $100M in ARR. In this playbook, she explains how CS teams can craft repeatable playbooks to handle common scenarios. She lays out four families of CS playbooks: risk, expansion, lifecycle, and objectives.
Kristi Faltorusso
Kristi Faltorusso

Developing a Customer Onboarding Process

Donna Weber is President of Springboard Solutions, a boutique consulting firm specializing in customer onboarding. She previously built out customer success and customer enablement organizations at SugarCRM and Jaspersoft. In this guide, she dispels the notion that onboarding is just implementation and shows how education, enablement, and support should be woven into onboarding to help new customers see value and succeed quickly.
Donna Weber
Donna Weber

Hiring Customer Success Managers

Maranda Dziekonski is currently Chief Customer Officer at Swiftly, and has previously led customer success and support teams at Lending Club and HelloSign. In this guide, she describes the CSM role, where to look for candidates, and how to screen for judgement, proactive mindset and communication skills in interviews.
Maranda Dziekonski
Maranda Dziekonski

Building a Sales Ops Function

Sean Lane has led revenue operations at Drift and Upserve, and hosts Drift's Operations Podcast. In this guide, he explains the different roles sales ops plays, and how to build both the org and processes that make up the function.
Sean Lane
Sean Lane
Building a Product Marketing Function
Recommended because: Hi Marley is hiring for a product marketer.

Managing B2B Product Launches and Releases

Mary Sheehan has help product marketing leadership roles at Adobe and SocialChorus. In this guide, she describes how to prepare for, coordinate, and measure product launches of all types, from routine releases to major new offerings.
Mary Sheehan
Mary Sheehan

Hiring a Product Marketer

Ryan Goldman is the Vice President of Product Marketing at SoundCloud and has led marketing or product marketing at Pendo, Sentry, SignalFx, and Cloudera, and over the course of his career, he's managed or hired 15+ B2B product marketers. In this guide, he explains how to find a product marketer who can serve as a bridge between the product, the sales org, and the market.
Ryan Goldman
Ryan Goldman
Targeted Marketing and Prospecting
Recommended because: Hi Marley has a well-defined target buyer.

Planning and Managing Outbound Prospecting

Jason Bay is the Founder and Chief Prospecting Officer of Blissful Prospecting, a company that provides training and coaching for outbound sales teams. In this guide, he lays out how cold-calling teams can zero in on the right prospects to target, develop repeatable outreach sequences, and consistently generate meetings with a “prospect first, me second” mentality.
Jason Bay
Jason Bay

LinkedIn Advertising and Prospecting

Anthony Blatner is the founder and Chief Advertising Officer of Speedwork Social, an agency specializing in B2B LinkedIn advertising. In this guide, he advises on when to use LinkedIn advertising, when to use Sales Navigator prospecting, and how to make marketing dollars go the furthest given the expense of LinkedIn as a channel.
Anthony Blatner
Anthony Blatner

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