[Growth] - Sales strategy for SaaS companies: How to use a health score, with Tim Geisenheimer

In todays episode of the SellingSaas Podcast, Duane sits down with Tim Geisenheimer from Correlated, and discuss the importance of Customer Success Managers (CSMs) and how they are often undervalued or ignored by product development teams. They also lament the lack of information and education available to CSMs, making it difficult for them to properly measure the health score of their customers.  

EPISODE HIGHLIGHTS:  

1:20 - Health Score: A New Way to Measure Customer Engagement

2:30 - Using specific tools to automate messaging and re-engage customers and cross sell opportunities.  

3:20 - Who owns the health scoring process in a Saas company?

Companies can use health scoring to improve their marketing and sales strategies. Health scoring can help identify areas where customers are disengaged, at risk of churn, or ready for cross-sells. The goal is to help teams prioritize accounts and winnow down lists into more manageable chunks.

And, discuss who is responsible for monetization within a company. They explain that it is often a collaborative effort between different teams, including product, engineering, design, marketing, growth, sales, customer success, and ops. They note that growth marketing teams and sales teams often work closely with monetization efforts, as they are responsible for conversion and expansion.

If you get value from this episode, be sure to subscribe and share the episode with your friends, as we all can benefit from more positivity and leadership in today’s society.

Go to www.SellingSaaspodcast.com to get episodes sent directly to your inbox and get the weekly newsletter.