CUSTOMER ONBOARDING
CUSTOMER ONBOARDING FOR ENTERPRISE
You are never too big to improve your process
More than half of all enterprise companies surveyed want to improve their onboarding process, with every company believing that in doing so would result in the biggest impact on the performance of Customer Onboarding. Enterprise companies are wary of what customer success means to their partner ecosystems and as the volumes and diversity of Customer Onboarding projects increases, companies are looking for ways to use technology to enable a human touch at a greater scale.
MATURITY
SCORE
1
5
5
100% of Enterprise organizations have a Customer Success Department
74% have a dedicated Customer Onboarding team
82% of Enterprise organisations rate their onboarding approach as a key driver of value
KATIE
GOUYETTE.
HEAD OF GLOBAL CUSTOMER ONBOARDING
GOCARDLESS
We have some great success stories with customers who have increased their usage of GoCardless once they have been onboarded because they are so happy with the product and the way it fits the business.”
PEOPLE
WHO TOOK PART
Over the last two years there has been a demonstrable rise in seniority in the Customer Success department. In 2020, near 50% of respondents sat at the VP or CXO levels compared to 34% in 2019 and 18% in 2018.
As customers consistently demand outcomes and value, Customer Success is rising in importance, with a corresponding seat at the table.
SAM
SMITH.
SENIOR CUSTOMER SUCCESS SPECIALIST LINODE
The more I talked to other people in customer success, the more I feel like everybody does it differently depending on their company. There's so many factors, like how big your customers are and what stage the company is at.”
PROCESS
IMPACT
IMPACT OF CUSTOMER ONBOARDING
Customer Onboarding has a significant influence on the Customer Lifecycle with retention acknowledged as the area of greatest impact.
1
Customer Retention
2
Customer Health
3
Customer Satisfaction e.g. NPS
4
Lifetime Value
5
Up-Sell
Customer Retention
Customer Health
Customer Satisfaction
Lifetime Value
Up-Sell
PRECURSIVE VIEW
CO has an impact on the whole customer lifecycle, especially in SaaS “land and expand” models where Onboarding needs to be repeated across a business to grow an account. Customer Retention and Health are closely linked impacts which all segments agree on.
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Wrong product fit
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Lack of engagement
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Poor onboarding
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Change of management
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Not enough support
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Reduction in budgets
PRECURSIVE VIEW
Every company in the survey stated that product fit has a direct impact on churn. Customer acquisition frequently includes closing deals whereby the customer isn't a great fit for your product.
Many of things that influence churn are outside of your control but customer onboarding is an area where you have a significant role in controlling the outcomes.
When you consider that the uncontrollable factors will likely persist and that unfortunately mis-selling may also continue in pockets, then your ability to onboard customers effectively carries an outsized importance.
WHAT DRIVES CHURN?
MELISSA JURKOIC.
CHIEF CUSTOMER EXPERIENCE OFFICER ADDAPPTATION
As you expand you still want every customer to feel like they're your only customer.”