与你的客户接洽：如何2实现客户成功
在任何成功启动的核心是它的客户有深刻的理解。在本学期的#How2Tuesdaysseries, we’ve heard from experts that many startups fail because they never truly put themselves in their customers’ shoes to design a problem-solving product. So how can founders go above and beyond to serve their customers? Earlier this month, the Blank Center welcomed杰西·巴尔多, Director of Startup Evangelism forSilicon Valley Bank, for How 2 Achieve Customer Success. Drawing from his experiences founding and growingEvertrue, as well as his work with SVB, Jesse offered us some practical advice for B2B customer success. Here are our favorite insights:
“建设伟大的东西，但没有大的客户。”Through his work for Silicon Valley Bank, Jesse works closely with Boston-area founders as they grow their ventures. He told us that while he sees many entrepreneurs building innovative products and services, not all of them have found great customers. This presents a problem because, without honing in on who your customers are, you will likely end up using resources to develop a product which doesn’t exactly meet their needs and therefore doesn’t sell. To avoid this fate, Jesse recommends making a sincere effort to get to know your customer. This involves spending time with different people you think could use the product in order to better understand their needs. Jesse noted that, in B2B relationships, the person购买你的产品或服务可能不是最终的人using它，所以您必须明白如何满足双方的需求是非常重要的。
“How can we help you?”Customer success was at the forefront of Jesse’s efforts as he built Evertrue, the innovative software which helps college advancement officers engage with alumni. Conceived in the years when Facebook and LinkedIn were gaining traction with young professionals, EverTrue was originally designed as a social networking platform for connecting with alumni from your alma mater. Upon analyzing the early adopters of their technology, the Evertrue team found that advancement officers were getting the most use out of what they had built, using it to connect with potential donors. This led Evertrue to have more conversations with advancement officers about their needs, allowing the venture to successfully pivot and tailor the product specifically towards this segment.
Customer Success as a Differentiator:在创业公司的许多重点，是多么重要的是客户的成功？对于杰西和EverTrue团队，专注于客户的成功做出创业时的在获得资金的巨大差异。当时，杰西认为EverTrue没有先进技术相比，他们的许多在著名的TechStars加速器同行。但是，在突破性技术的兴趣只有一个潜在的投资者，谁也投资前，用合资企业的客户进行全面沟通的思想过程的因素。畅谈回答进步军官EverTrue的客户，当被问及公司是如何与他们合作来解决问题，这有助于EverTrue从贝恩资本在安全风险融资500万$。杰西和他的团队的奉献精神，以深入到他们的早期客户的问题得到了回报。为实现客户成功的确切方法对于每个公司不同。在杰西的情况下，这甚至包括拍摄了“团圆傲客”spoof video为他的客户。但是，所有企业必须通过听，来吸引他们来解决问题，与客户建立良好的关系的机会。
We hope you enjoyed these customer success insights from Jesse’s talk. On Tuesday, December 3rd at 5pm, we’ll be welcoming克雷格Dubitsky的创始人您好产品andbeplay官网体育在住宅巴布森企业家for如何做一个产品，our last How 2 Tuesday of the semester! Register for the event athttps://h2opps.eventbrite.com.