Nick Mehta

Nick Mehta

March 23, 2017
We need to talk about what I did in the server room premium
As most of you know, at Gainsight we strongly believe in radical transparency. That’s why we share everything—wins, losses, finances, board feedback, strategy, and more—with every Gainsight teammate at our all-hands huddle each week. I’ve also been doing Reddit-style AMAs both in person at our various offices as well as over video calls. All our […]
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Nick Mehta
December 20, 2016
Customer Success at Your Company’s 2017 Sales Kickoff premium
As you approach the end of your company’s year, if you’re like me, you’re probably juggling three things in parallel: Closing out your (hopefully big) Q4 Planning for next year Mixing in some holiday shopping and cheesy holiday music when you can Somewhere in there, most companies are also simultaneously planning their next year’s “sales […]
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Nick Mehta
December 20, 2016
5 Lessons from Failed Customer Success Programs premium
Customer Success Management (CSM) is hot. But it’s also new. So with the tremendous growth in the CSM world come some organizations that have failed in their quest toward success. While most companies are radically increasing investment in CSM, a few have pulled back. As the old saying goes, “last in, first out;” since many […]
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Nick Mehta
December 9, 2016
Is A Company the Ship of Theseus? premium
My first big company job back in 2002 taught me a lot. I learned all about the nuances of the (at the time) 5,000-person business I had joined. I learned the people and the products. I learned how to get stuff done. And I witnessed echoes of the history of the company—stories about the previous […]
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Nick Mehta
December 8, 2016
11 Considerations for an Enterprise Customer Success Management Pilot premium
As B2B companies innovate in their business models, offering flexible and customer-aligned delivery models like subscription, cloud, pay-as-you-go, and outcomes-based pricing, they are realizing the increasing power that their clients have—and the increasing ROI from investing in retaining and growing their customer base. At the same time, these B2B companies have implemented a myriad of […]
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Nick Mehta
December 5, 2016
How today’s CIOs are getting sales cycles ‘Back in Black’ premium
[Originally posted on CIO.com] In its 30 years of existence, the role of the CIO has evolved from strictly tactical to more strategic. The rapid pace of business adoption of cloud computing, paired with the cultural shift to “SoLoMo” living (a reference to the collision of social media, local search and mobile search), have forced […]
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Nick Mehta
December 5, 2016
[Video] Beyond Performance: How Narrative, Targeting & Sequencing affect Fundraising premium
[Original interview posted at Scale Venture Partners] Many variables go into closing a successful venture capital round. Your company’s performance on core metrics is probably the biggest one, and most of the time you should care about optimizing that first. But as Nick Mehta explains, entrepreneurs may underestimate how much impact Narrative, Targeting & Sequencing […]
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Nick Mehta
October 3, 2016
Einstein and the Physics of Software TAM premium
My Strange Loops If you know me well, you know that I have an odd mind that wanders between questions like: How should large enterprises approach launching Customer Success programs? How many ridiculous touchdown / twerk dancing highlights will I see from Antonio Brown this weekend? Does time really exist? On that third point, while […]
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Nick Mehta
September 28, 2016
5 Questions to Ask When Launching a Customer Success Program in an Established Enterprise premium
Starting about a decade ago, pure-play SaaS companies like Salesforce.com, Workday, and Box pioneered the concept of Customer Success Management (CSM). It was an organic solution to an inherent problem: since a large part of their revenue was up for renewal each year – and since customers typically had low friction to move – these […]
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Nick Mehta
July 27, 2016
Is Private Equity Eating the (SaaS) World? What PE Consolidation Means for SaaS CEOs premium
TCV General Partner Dave Yuan is an old friend and colleague. We actually first met in college, but over the years I’ve turned to him for insight and advice. When we reconnected last week I was particularly struck by his perspective on private equity investments and got his permission to share our conversation. Nick: How […]
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Nick Mehta
June 13, 2016
Customer Success Is Spelled R-E-S-P-E-C-T premium
We spend a lot of time discussing strategies and sharing tactics on how to be great at Customer Success. Heck, we have a whole book, conference, blog site and online university on the topic. But if I had to come up with the most foundational element to create a culture of Customer Success, it’s actually […]
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Nick Mehta
June 6, 2016
Finding Meaning in Enterprise Software premium
Anyone that knows me well understands that I’m an odd duck. Follow my Twitter feed and you’ll read tweets about: Customer Success (or rather #customersuccess) SaaS learnings Company culture And Taylor Swift My Pittsburgh Steelers Zombie movies But most bizarrely: Gravitational waves Fermi’s Paradox The unreality of time Needless to say, I have a thirsty […]
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Nick Mehta
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