Creating "Moments of Impact" for SaaS Growth with the CRO of Catalyst Software, Mark Kosoglow
11/11/23 • 34 min
In this episode, Romeo is joined by Mark Kosoglow, the CRO of Catalyst Software - a Customer Success Platform that helps CS managers
proactively take the right actions to prevent churn.
During the conversation with Romeo, Mark challenges the traditional focus on top-of-funnel acquisition and advocates for prioritizing post-sales efforts. He explains the crucial role of creating a recurring impact for customers after the initial sale for SaaS growth.
He introduces the concept of "moments of impact" as critical experiences within the customer journey that contribute to the overall value creation. In a nutshell, they're a series of impactful moments for customers.
Additionally, Romeo's guest explains the operational rhythm and philosophy necessary for effective post-sales management. He details how Catalyst.io deploys specific solutions aligned with customers' business initiatives, constantly delivering value through a structured approach.
For dessert, Mark challenges the reliance on lagging metrics like churn and advocates for measuring success through metrics tied to specific business initiatives.
Tune into the full episode to learn more ways to create recurring impact for customers and increase business growth.
Connect with Mark:
LinkedIn
Connect with Romeo:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.
How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
In this episode, Romeo is joined by Mark Kosoglow, the CRO of Catalyst Software - a Customer Success Platform that helps CS managers
proactively take the right actions to prevent churn.
During the conversation with Romeo, Mark challenges the traditional focus on top-of-funnel acquisition and advocates for prioritizing post-sales efforts. He explains the crucial role of creating a recurring impact for customers after the initial sale for SaaS growth.
He introduces the concept of "moments of impact" as critical experiences within the customer journey that contribute to the overall value creation. In a nutshell, they're a series of impactful moments for customers.
Additionally, Romeo's guest explains the operational rhythm and philosophy necessary for effective post-sales management. He details how Catalyst.io deploys specific solutions aligned with customers' business initiatives, constantly delivering value through a structured approach.
For dessert, Mark challenges the reliance on lagging metrics like churn and advocates for measuring success through metrics tied to specific business initiatives.
Tune into the full episode to learn more ways to create recurring impact for customers and increase business growth.
Connect with Mark:
LinkedIn
Connect with Romeo:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.
How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
Previous Episode
The Critical Role of Subject Matter Expertise for ABM Success with CRO of AiDen Auto, Todd Thomas
Romeo and Todd Thomas, CRO of Aiden Automotive Technologies, touch upon the essential nature of subject matter expertise in B2B and targeted ABM.
No matter how advanced technology becomes, knowing the nuances of a specific industry or field remains critical.
True ABM requires a deep understanding of the target audience, precise messaging, and tailored approaches.
All that should come from identifying the unique needs and challenges of different stakeholders in target accounts.
Businesses should also not underestimate the role of data in refining strategies. Understanding what works and what doesn't is crucial in iterating for better outcomes.
Tune into this episode to delve deep into the blend of technology, data science, and its impact across various industries. If you've ever wondered about the true value of subject matter expertise in marketing, this episode is a must-listen!
Next Episode
Role of Niching Down for Software House Success with Leopold van Oosten, CEO & Founder of Amsterdam Standard
In this episode, Romeo is joined by Leopold van Oosten, the CEO and Founder of Amsterdam Standard - a Software House providing team augmentation for product companies.
Leo describes Amsterdam Standard's journey from referral-based business to scaling marketing and sales motions in the red ocean of the IT market.
He agrees with Romeo, that to stand out as a Software House, you must have a clear ideal customer profile, a unique point of view, and an expertise-based value proposition for the chosen industries you're targeting.
As an example, Leo tells how his LinkedIn strategy became one of the main sources of leads for the company.
Connect with Leo:
LinkedIn | Webpage
Connect with Romeo:
LinkedIn | Webpage
***
This episode is brought to you by MAN Digital - RevOps and ABM & Demand agency helping B2B companies with long sales cycles build revenue engines.
How? Our senior guys dive into your strategies and CRM, identify growth levers, and launch integrated campaigns to grow a pipeline that converts into revenue.
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