Customer Success with No/Limited Usage Data

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Customer Success with No/Limited Usage DataDriving Services Revenue

Tim DickinsonSailPoint

Loma MillerSailPoint

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Agenda

Living without Customer Data

What Customer Data is Important?

Simple Services Offerings

How to Create Revenue Opportunities

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Industry leader in Identity Governance

On-Premise and SaaS offerings

800+Customers

750+Employees

14CSMs

2006Founded

2CSM

Managers

1CSM

Sr. Director

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There are two types of people in this world:

1. Those who can extrapolate from incomplete data

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You still need some data.

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Types of services delivered by SailPoint or its Partners• Health check• Code review• Governance• Specific integration packages• Upgrades

Have a flexible option: Expert Services hours• First step of engagement is always discovery

Simple Service Offerings

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Turning Limited Data into Dollars

Start Small•• Less will lead to more••Simple one-pagers••Minimal commitment

Market Constantly••Align with compelling events••Use the Support data••Services maintains presence••Stay away from generic campaigns

Sample the Goods•• ‘Free Hours’ bucket••Services-led demos••Office hours

Motivate••SPIFFs••CSM incentives

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Questions?

Tim [email protected], Customer Success

Loma [email protected]

Manager, Customer Success

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THANK YOU

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