Without the right tools and processes in place, Customer Success Managers (CSMs) can sometimes find themselves falling into the trap of playing a very reactive role…sort of like glorified tech support. CS leaders are always looking for better ways to ensure Customer Success plays a more dynamic role in meeting customers’ needs. Part of ensuring your CSMs’ ability to be more proactive and productive involves giving them the space and resources to meet customer needs, while simultaneously working with customers to take the relationship a step further, to drive stakeholder value. Originally posted by  ESG  - delivering Customer Sucess as a Service Turns out, there’s actually a really handy parallel between this concept in CS and the “Drive Stakeholder Value” Managing Professional Module that is part of the latest version of ITIL, ITIL 4. What is ITIL you ask? ITIL is a leading service management framework that IT service organizations use to ensure the businesses and customers th...

Best practice has proven that to be dynamic and to consistently meet changing business requirements, services must be co-created with our customers.  I learned in a recent ITIL 4 certification class titled Driving Stakeholder Value (DSV)  that providers will start with a stakeholder map and follow up with a customer journey map. If you are not yet familiar with Customer Journey Mapping, I strongly recommend learning about this critical skill needed to enable the co-creation of services.  Once you have a stakeholder map and have mapped the customer/user journey, you will need to identify the roles required. In our example below, we use the two roles of customer/consumer and service provider. Each of these, although not the only stakeholders involved, is critical to the success of co-creation.  Notice a relationship is being established via these responsibilities  Both the service provider and the consumer have responsibilities.  An IT service provider, ...

All service providers are in the business of customer and user experience . It is not enough to compete on products and services, how services are delivered is as important as what is delivered. The  customer journey is the complete end-to-end experience customers have with one or more service providers and/or their products through the touchpoints and service interactions with those providers. In order to focus on the outcomes and on the customer/user experience, service providers are seeking to master the art of mapping their customer journey. Doing so allows them to maximize stakeholder value through co-creation of value throughout the entire value chain . The customer journey begins by understanding the overall macro-level of steps or groups of activities that generate the need for interaction between the customer and the service provider. These activities begin at “Explore” and end with “Realize” where the value is actually being consumed by the end-users.   Co...