Michael Bower

Give your business the gift of growth! 🎁 Watch “Unlocking Business Growth: Mastering KPIs for Professional Services Excellence” on-demand and learn how to make 2025 your most successful year yet. 📺 Start here: https://gag.gl/6rVefB #KPIs #BusinessGrowth #DeltekProjectNation

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Specialty contractors, it's time to elevate your business operations with an all-in-one solution at a competitive price. Sage’s comprehensive package integrates financials, project management, and field service. Don’t just take our word for it — hear directly from customers about their success stories and how Sage has transformed their efficiency. https://hubs.la/Q02WqnV90 #CloudERP #SageConstruction #ConstructionManagement

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A poorly executed #customersuccess strategy will kill your #NRR for years to come. I've seen it first-hand too many times over the years. Here is how you deliver a well-executed CS strategy to drive great NRR and ultimately, business growth: 🛣️ 𝐔𝐬𝐞 𝐭𝐡𝐞 𝗗𝘆𝗻𝗮𝗺𝗶𝗰 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 & 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐉𝐨𝐮𝐫𝐧𝐞𝐲 The first step in any customer success strategy is understanding the full & dynamic revenue & customer journey. This means not just knowing what your customers do, but why they do it. How and why did they buy your services? How do they move through their journey with you (rarely ina straight line!)? By understanding their motivations, you can better anticipate their needs and deliver solutions that truly add value. And don't forget, the old-school customer journey is not the standard anymore, you need to use the full, dynamic revenue & customer journey to get the full picture. This stretches from pre-sale to post-sale and allows for the customer to move in and out of journey phases/stages dynamically. 📈 𝐏𝐫𝐨𝐚𝐜𝐭𝐢𝐯𝐞 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭 Customer success is not a reactive function. It's about being proactive, anticipating customer needs, and addressing them before they become issues. You have to ensure that your strategy is aligned around, and fosters, a proactive CS culture and process that allows your team to execute effectively. This not only improves customer satisfaction, but also reduces churn, and creates more expansion opportunities. Both key factors in improving NRR. 📊 𝐃𝐚𝐭𝐚-𝐃𝐫𝐢𝐯𝐞𝐧 𝐃𝐞𝐜𝐢𝐬𝐢𝐨𝐧 𝐌𝐚𝐤𝐢𝐧𝐠 In the #SaaS & #CS world, we have access to a wealth of data. By leveraging this data, we can make informed decisions that drive customer success. This could be anything from identifying usage patterns to predict churn, to understanding which features drive the most value for customers and beyond. And it needs to go beyond telemetry, usage etc. Also capture, track and understand customer goals and other qualitative data points. One problem is that this data is often siloed or hard to access, so make sure you have systems (like RevSetter) that can bridge that gap and allows CSMs to effectively action the data & insights. 🤝 𝐁𝐮𝐢𝐥𝐝𝐢𝐧𝐠 𝐚 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫-𝐂𝐞𝐧𝐭𝐫𝐢𝐜 𝐂𝐮𝐥𝐭𝐮𝐫𝐞 Customer success should not be the responsibility of a single department. It should be ingrained in the company culture. When everyone in the organization understands the value of customer success, it becomes a strategic priority that drives business growth. This is why the dynamic revenue & customer journey, the engagement focus, and the proactive mindset are so important. When those are present - and a strategic & customer-centric approach is adopted by the CEO & leadership - the sky is the limit. Leverage these four building blocks and your CS strategy and execution will thank you for it ✅ *** 🛎️ If you enjoy my content, follow me for more ♻️ Repost to share with your network

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As we move deeper into 2024, tracking the right metrics is critical for scaling a SaaS business. This insightful guide outlines the top metrics to watch and includes valuable benchmarks to keep you on track. Whether you’re focused on ARR, CAC, or CLTV, understanding where your company stands is key to driving sustainable growth. Check out the article for a comprehensive look into the latest SaaS trends and metrics! #SaaS #BusinessGrowth #Metrics

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If you've been curious to learn more about Epicor, our solutions, AI strategy, how we help the make/move/sell economy grow and thrive, well check this out! In the latest SourceForge podcast hosted by Sydney Sheppard, I was featured as a guest (Thanks Sydney!). I discussed our latest roadmap enhancements and went through a deep dive of manufacturing as an example of the hard-working essential businesses we serve. You can find it here, or on Spotify, Apple podcasts, etc. #Manufacturing #ERP #EpicorKinetic #CPQ #businessstrategy #thoughtleadership #sustainability #MES #SCM #CloudERP #GenAI #DataPlatform #ProductManagement

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The overlooked reason why you might not be maximizing your Net Retention. Every SaaS exec I speak to wants to know the best way to increase net retention -- and they’re all trying different tactics to do it however perhaps we just need to follow the data… 2 in 10 RevOps leaders believe they have clean and actionable data in their Salesforce org, so… here are some things you can start to dig into: 🎅 What and how are you cleaning your data - manual, tools or other? Check your data foundation, specifically your account data. 🎅 Mastering your account data is where the gold lies, how are your Parent-Child data set up, how are you bringing to life your enrichment data (if you say APEX or SF Flows, I challenge you to dig more). 🎅 How does your team carves territories, how does finance managee billing, how does marketing operations route leads, and ultimately, how you build your GTM strategy. From a CRO point of view, if revenue teams want to expand and retain across your large enterprise customers, you have to bring your account data to life and align it into a process. When your team understands this in a visual way (and no, native account hierarchies or account hierarchy data is NOT the same thing) it will help resolve duplicate accounts, ensure visibility into your largest accounts, and make sure accounts are always owned by active sales reps. It also means that come territory season (which I’m sure your team is still reeling from) you can effectively reassign and mass modify directly in Salesforce. Whether you’re looking to reduce churn or sell more effectively, or even just stay consistent through different market events like mergers and acquisitions, it all starts with having clean account data. Clean, Connected SF Account Data IS the path to Higher Net Retention! Happy Holidays!

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EPM Software solutions are designed to help organizations effectively manage and analyze their performance data, because of this, choosing the right EPM Software is essential for organizations seeking to move away from unreliable, inadequate EPM applications. To learn the 5 best EPM software solutions of 2024, read on here: https://hubs.li/Q02tSlRk0 #Software #EPM #FutureOfFinance

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Dive into the transformative insights shared by Alex Novadnieks, Director of Sales at VistaVu Solutions, during ScaleUp Week at Mount Royal University! Alex discussed how Enterprise Resource Planning (ERP) systems are essential for businesses ready to scale. Learn more here: https://hubs.ly/Q02J5DZp0

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Not all products and vendors are alike. When it comes to finance—particularly EPM solutions—the goal is to uncover the truth. Check out the top three illusions to watch out for when it comes to selecting an EPM solution: https://lnkd.in/emd7VK7T

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Quoting delays KILL deals. Period. Did you know: Responding to a quote request within 24 hours can TRIPLE your conversion rates. Here are 3 foolproof ways to quote faster (and win more deals): 1. Use AI-powered CPQ software. Let technology handle complex pricing and approvals. It's faster and more accurate than manual processes. 2. Create a library of pre-configured products or services. Customization is good, but don't reinvent the wheel every time. (it wastes time, and time kills deals) 3. Empower your sales team. Give them the authority to offer certain discounts or terms without management approval. That's it. Now, ask yourself, are your quotes flying out the door or crawling at a snail's pace? P.S. Want to potentially TRIPLE your conversion rate? DM me "SPEED". And let's discuss how our AI-first CPQ software can help you quote faster (and close more deals)!

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Quoting delays KILL deals. Period. Did you know: Responding to a quote request within 24 hours can TRIPLE your conversion rates. Here are 3 foolproof ways to quote faster (and win more deals): 1. Use AI-powered CPQ software. Let technology handle complex pricing and approvals. It's faster and more accurate than manual processes. 2. Create a library of pre-configured products or services. Customization is good, but don't reinvent the wheel every time (it wastes time, and time kills deals). 3. Empower your sales team. Give them the authority to offer certain discounts or terms without management approval. That's it. Now, ask yourself, are your quotes flying out the door or crawling at a snail's pace? PS. Want to potentially TRIPLE your conversion rate? DM me "SPEED." And let's discuss how our AI-first CPQ software can help you quote faster (and close more deals).

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Thanks to Dave Rigotti and team for a wonderful #PLGTM conference in SF. I had great discussions with sales and marketing leaders and here are some observations on how PLG has evolved. Part 1: Time to rethink PLG practice ✔ While the core idea of PLG revolves around self-service adoption and user-driven growth, the practice has evolved, and companies are recognizing the need for a hybrid approach. ✔ For a lot of practitioners, PLG means self-service and users adopt the product without sales support. In practice, PLG leads to increases S&M costs increasing CAC. So, it no more just about building a product but putting the marketing $ behind it. ✔ Enterprise buyers are researching on their own and have good information before they come to the call. Huge number of prospects want sales help in navigating the value prop but want to try out themselves. ✔ PLG does lead to execution speed driving the awareness, showing the value, decreasing sales cycles and enabling simple and faster expansion. ✔ There is a myth that only startups or B2C companies use PLG and has to be bottom-up approach. While many of the companies we know and products we use might be B2C, lot of enterprise B2B companies are PLG as well. e.g. users can simply signup and start using Calendly, Canva or Airtable. teams can start using the products like loom, figma and datadog. ✔ Bringing customers need a hybrid approach in 2024. You need to provide user value created by the product and buyer value created by sales teams. Think about product market fit and product customer fit - leading to greater number of happy customers ✔ Every KPI you are measuring should drive an outcome. If you collect data, ask "what is it used for? " and "how does it help customer or adoption?" ✔ As the PLG model continues to evolve, companies must adapt and embrace a balanced approach that leverages the power of self-service adoption while providing sales support to drive customer success and long-term growth. Thanks to David Yockelson and Dave Boyce for providing engaging discussion on the core of PLG. #productledgrowth #productledsales #salesledgrowth #startups #salesleadership #productmanagement

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🫣 What is the role of an Account Executive when you primarily sell direct to government? Some core issues I have seen that make the role unique compared to the standard enterprise SaaS answers I typically hear 🚶‍➡️ Our sales cycles can be 12-18 months 🤔 Credibility within the specific domain/community matters greatly 🛠️ Post contract signing requires high touch and constant contextual awareness #GovTech #GovCon people help me out as I look to formalize this type of role within our organization and want to avoid mistakes that others have already learned!

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25 years, 26 years, 22 years, 16 years, 30 years… What do these numbers have in common? They’re the years of partnership Bangert, Inc. has shared with the customers we’ve met with in just the past 24 hours. Here’s a little-known fact: our median Sage customer relationship is 19 years. In the software industry, that’s almost unheard of. We didn’t set out to disrupt software services just for the sake of it. We changed our approach because we’re committed to providing cutting-edge solutions and unmatched support to our customers and prospective customers for the next 19 years—and beyond. Modern systems demand modern processes. Our team isn’t just updating; we’re redefining the possibilities of what software services can achieve.

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Did you know that at every client we implement our Statement of Work review service, the annual fee is recouped in the first month? I'm sharing the key findings and data from Deployed's automation platform and >$250B of services spend analysis. If you’re in #procurement and / or #contingentworkforce programmes and want to digitise people decisions and documents like #statementsofwork, DM me for more details. #sow #triage #savings #procurementorchestration #servicesprocurement #statementofwork

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**Your business is unique, and your NetSuite implementation should reflect that.**  At Cirrus Consulting, we don’t believe in one-size-fits-all solutions. We work closely with you to understand your specific needs and deliver custom solutions that help you reach your full potential.  Message me to discuss your needs! #NetSuiteConsulting #ERPExperts #CirrusConsulting #TechStrategy #NetSuiteSuccess

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Really looking forward to talk to my clients about On-demand ProForma invoice creation and substantiated billing in Acumatica 2024 R2 - this is a game changer for companies in the Project and Construction industries! #project #construction #acumaticaerp

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