How GitHub Drives Measurable Customer Outcomes (And Tracks What Matters) ft. Michael Goetz (GitHub)
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How GitHub Drives Measurable Customer Outcomes (And Tracks What Matters) ft. Michael Goetz (GitHub)
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#updateai #customersuccess #saas #business
Michael Goetz, Vice President of Customer Success Strategy at GitHub, joins Josh Schachter, Co-Founder & CEO of UpdateAI, and Kristi Faltorusso, CCO at Client Success, for a candid and insightful conversation that no customer success (CS) professional will want to miss. They discuss GitHub's shift from a focus on "Customer Outcomes" to "Customer Success Strategy" and its impact on operations and goals. Goetz reveals their methods for identifying and tracking meaningful customer business outcomes at scale. The conversation delves into the practicalities of operationalizing outcome-driven work, navigating diverse customer needs, and maintaining engagement amidst rapid product innovation.
Timestamps:
0:00 - Preview & Intros
1:30 - Intentionality Behind Role Titles at GitHub
4:33 - Articulating Measurable, Business-Driven Customer Goals
7:48 - Tracking and Measuring Progress Towards Outcome
13:35 - Differentiation in Approach Across Customer Segments
16:35 - Approaching and Managing Milestones Toward Larger Outcomes
21:05 - Dynamics Between End Users & Economic Buyers
23:41 - Managing Pace and Volume of Change (Especially with AI)
28:20 - Organizational Structure of Michael’s Team
35:00 - Creative Uses of AI Within the Organization
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Apple Podcast: https://apple.co/3dfWXmD
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👉 Connect with the guest
Michael Goetz: https://www.linkedin.com/in/mpgoetz/
👉 Connect with hosts
Jon Johnson: https://www.linkedin.com/in/jonwilliamjohnson/
Kristi Faltorusso: https://www.linkedin.com/in/kristiserrano/
Josh Schachter: https://www.linkedin.com/in/jschachter/
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Unchurned is presented by UpdateAI
About UpdateAI
At UpdateAI our mission is to empower CS teams to build great customer relationships. We work with early & growth-stage B2B SaaS companies to help them scale CS outcomes. Everything we do is devoted to removing the overwhelm of back-to-back customer meetings so that CSMs can focus on the bigger picture: building relationships.