Customer Journey Planning Onboarding ● Keeping perspective on the why ● Maintaining a list of contacts ● Highlight wins Customer Success Planning ● Rep to customer Ratio Strategy ● The mix of rep experience and skill sets ● What is the value of the rep Adoption, Usage & Advocacy ● Outcome driven QBR’s ● Voice of customer (amplifier) - strategic & tactical ● Data driven early warning approach Customer ROI ● Quantifiable Outcomes 5. Customer Time-to-Value Create and manage a mutually beneficial relationship with your customers