Metrics that she reports on to her management team including what a CSQL is in the demand generation sales funnel and also what the most common mistake she sees companies make in their customer success programs.
About our Guest: Allison Pickens
Allison is an industry-recognized thought leader on Customer Success and on scaling teams during hypergrowth. She leads Customer Success at the leading Customer Success software company, Gainsight. She runs all post-sales functions, including CSM, Services, Support, Customer Marketing, and Operations.
Allison was recognized as a top 50 sales leader: https://medium.com/tradecraft-traction/50-people-you-should-know-in-sales-bd-494ba5b3f621#.2a6sizw0d
Follow her blog posts on Customer Success best practices at @PickensAllison and here: http://www.gainsight.com/customer-success-management/?category=top-posts