In the customer success era, onboarding customers go above and beyond adhering to a certain scope of work in a timely manner. Take a look at these three new best practices you can implement to turn your onboarding process to become an essential part of your overall customer success strategy:
1. Success indicators – agreement on how does success looks like at the end of onboarding and how are they going to measure the impact (sometimes we use leading indicators to facilitate the measurement of value delivered)
2. Success plan – a multiphased approach to developing additional value post-onboarding. This helps increase perceived value. It also sets the client in a mindset that calls for continuous engagement to ongoing investment in adoption (vs set it and forget it).
3. Onboarding survey – ask your client how effective was the onboarding and what value they have achieved during the onboarding phase. When onboarding is a long process (more than 4-8 weeks), I recommend sending the survey out midway through. For large or sensitive accounts, I recommend augmenting that with an executive-to-executive touchpoint.
For more tips on how to scale your onboarding process with playbook automation, watch this short video I recorded a while back in collaboration with @UserIQ