Farm Don't Hunt
The Definitive Guide to Customer Success
Learn what it really means to run your business from the Customer Success standpoint. Even fewer have the experience to build the Customer Success function and optimize its performance.
Guy Nirpaz, a pioneer in the field of Customer Success, breaks down the intellectual underpinnings of Customer Success as a theory and provides pragmatic, actionable advice for orienting your business around this new model.
A really practical handbook for anyone looking to be a leader in the space. Customer Success is something that is evolving really quickly, and this book is the right combination of simplicity and insight to understand it.”
Sr. Lecturer at Harvard Business School, CRO HubSpot
A practical guide for the Customer Success Leader. The first half of the book provides the structure for you to think about your Customer Success efforts. The second half of the book provides practical advice for managing customers under this new paradigm.
The Story Behind the Book
THE BIG IDEAS AND THE INSPIRATION BEHIND FARM DON'T HUNT
I have been saying for some time that sales itself needs to move way down the funnel and focus on what happens after the customer sign on the dotted line. But the question is “how do you do that?” Well, what “Farm Don’t Hunt” captures is how you do customer success. A great resource for any customer success leader who is wondering what to do.
JACCO VAN DER KOOIJ
WINNING BY DESIGN
Farm Don’t Hunt is a working guidebook for every senior management team and customer success executive. What to do. Why it matters, how to measure it. Action plans. Baselines. Success Plays. It’s an indispensable consultant-in-a-book that will be tapped many times through the first couple of years of your customer success journey.
EXECUTIVE DIRECTOR OF THE CUSTOMER SUCCESS ASSOCIATION