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Introducing “Farm Don’t Hunt: The Definitive Guide to Customer Success”

I am very proud to share more on the publication of my new book, Farm Don’t Hunt: The Definitive Guide to Customer Success. I’ve written this book as a very practical guide to business and team leaders who deal with Customer Success. It is written in similar style to the Scrum book I’ve used to learn how to become a successful engineering leader.

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The Missing Guide for Customer Success VP’s

I started my journey in Customer Success seven years ago, and from the start one of the biggest challenges has been showing how Customer Success is different — from sales, customer support, marketing, etc. We have now matured enough as an industry, where the conversation is no longer about how it’s different, but how to build it.

This book is based on the Scrum book that impacted my life significantly as an engineer. It featured methods that enabled short phases, frequent revision, and iterative building. After reading the book, I remember immediately handing it out to my direct reports, not as a to-do list, but as a way for us all to speak the same language when it came to our work.

That is my hope for Farm Don’t Hunt, that Customer Success leaders will read the book and then hand it to their colleagues in the company and to their direct reports so that everyone is thinking about Customer Success in the same way. I want this book to empower VPs and leaders with the farming framework and an operating model for Customer Success.

Writing a Practical Guide For Customer Success

I have divided the book into two major sections. The first establishes the farming metaphor for recurring revenue businesses, and what it means to “farm” your customers. The second section is a very pragmatic set of instructions for establishing and running a Customer Success organization.

Rather than simply share high-level ideas, this book aims to:

  • Provide specific, clear, and actionable guidance on Customer Success for your team
  • Connect Customer Success to specific business outcomes and revenue metrics
  • Enable organizations to speak the language of Customer Success

I recommend that every team in recurring revenue businesses, whether you are building an organization or scaling the enterprise, take the opportunity to read this book. I hope you enjoy it.

Get your copy on Amazon!

Guy Nirpaz

Guy Nirpaz is a Silicon Valley-based Israeli entrepreneur and CEO of Totango, a Customer Success software platform. A pioneer in the Customer Success field, Guy established the Customer Success Summit and is a well-regarded industry speaker and community contributor. Guy loves people and technology and has dedicated his career to improving the way in which business is done through innovation. Fun Facts: Guy moonlights as the lead guitarist in a rock band based out of his garage in Palo Alto and used to command a tank battalion...as well as having grown oranges.

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