Outsource Your Account Management
Accelerating Revenue Growth From Your Existing Customers
DocuStandard helps enterprise sales teams accelerate revenue growth on existing accounts by providing on-demand, intense, individualized client focus, and by using those wins to create compelling customer stories.
We help your SaaS sales team focus on new customer acquisition...
While we focus on expanding your engagement and revenue from existing customers.
Let's face it. Some of your SaaS customers are prepared for the implementation of your solution, and others just aren't. Some of your most impressive logos bought your SaaS solution, implemented it with a few use-cases and have since just become stuck, lodged or lost.
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Obviously, this is a bad place for your client to be, but it's worse for you. When you feel the momentum you had a few months ago disappearing, and your team is struggling to get the account back on track, every week of no progress takes you further from success.​
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This often leaves your customer with the perception that YOU are the problem. Your solution is too complicated. Your support is inadequate. They quickly get the idea that it's just not worth the trouble.
Even worse, word will spread organically that your solution should not be considered.
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DocuStandard can help.
Pilot Purgatory Prevention
Let our team of experts help your team and your client get the most out of the pilot, so that you can end pilot purgatory and convert this client to a multi-year deal.
Churn Risk Reduction
Once the pilot is complete, let our team help you and your client scope, resource and execute the initial adoption phase. With the right team of experts in place, you're on your way to an enterprise-wide deal.
Case-Study
Creation
When your customer wins, you should too. Let our team work closely with you client to author a meaningful case-study that can then be leveraged by Marketing to build a better pipeline.
How we help
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Comprehensive account review with your internal team to understand the objectives & challenges
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Transparency is critical at this stage. Our team needs clarity on what has occurred in the account (The good, bad and ugly stuff)​​
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Contract review so we understand the timelines, costs, and other contractual features to the engagement that will be important
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Access to existing contacts, sponsors, champions, etc.
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MEDDIC analysis results
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Deep dive into the solution, and customer use-cases​​​​​​
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Development of an end-to-end account strategy that will guide our actions moving forward
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This plan will include achievable 3, 6, 9 and 12 month objectives that will get the account back on track and growing​
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At each of these intervals, an assessment of the viability of the account will be shared. If there's simply way to prevent the churn, we'll tell you that and help you understand what went wrong, and how to prevent it from happening again
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Activate the strategy and begin interacting directly with your clients on your behalf
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Deep integration with your client to get their perspective on the state of the project and their objectives and challenges​​
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Likely to include regular face to face, in person meetings​
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Confirming / identifying new client personas that will be critical to our work
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Integration of Marketing in the account strategy
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Marketing can play an important role once an account is stabilized, by helping our client champions and sponsors share their wins, using your solution, across their organization.​
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Case-study creation so your client's win can help you win more new customers
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Throughout the project, we will need frequent access to your team so that client issues with technology problems, customer success, bugs, etc. can be addressed quickly, and feedback can be shared transparently with the client