At Skilljar, we’ve partnered with hundreds of customers of all sizes in building and scaling customer education programs. Whether your company is a fast-growing SaaS startup or a multinational conglomerate, customer education is an essential driver of product engagement, customer retention, and growth.
2019 may be in full swing, but that doesn’t mean your Customer Education Program (CEP) is set for the year. An effective CEP requires regular review and revision to ensure the content maintains relevancy. While a quick “gut-check” may seem sufficient, the key to maintaining and expanding your Customer Education Program is to use data to inform the changes you do (or do not) make.
Topics: Analytics & Metrics
The Education Services team at Zenefits was looking to provide easily accessible and immediately usable education offerings to drive customer adoption and engagement. The company addressed this challenge by connecting the technologies powering its training, support, and customer advocacy programs into an ecosystem for customer enablement. This ecosystem has made it simpler for customers to onboard, and for the Zenefits team to maximize and measure the net impact of their initiatives.
How actionable is your customer education data? And are you combining it with other business metrics to uncover the impact of your training program? Innovative Education Services teams are integrating their Customer Training Platform (CTP) and CRM systems to uncover valuable insights, and answer mission-critical business questions.
If you’re a customer training professional, you may understand that the right training strategy can have a huge impact on your company’s bottom line. But, do you have relevant data to present to senior leadership? To build an effective business case for customer training, you need more than just anecdotal evidence.
This infographic can help. Did you know:
- 28% of deployed software goes unused?
- 71% of B2B customers are indifferent or actively disengaged?
- 80% of enterprise training is still done in person, but often with enormous travel and facilities expenses?
When it comes to customer renewal and expansion, there’s no question that training and education is strongly correlated. Skilljar customers regularly report on trained cohorts of customers renewing and expanding at a higher rate than untrained customers. On one hand, it’s useful to uncover this correlation in your own organization, but truly innovative companies are taking it one step further and using customer education data as an indicator of customer health.
So, you’ve launched an amazing customer training program. The next step is to determine what’s working (and what’s not).
If you have a strong understanding of your customer base, you might be able to make some accurate assumptions about their behavior. But trust us, you’ll be much better off taking a truly data-driven approach.
By: Christina Ravaglia
Many products today are built using Lean processes to decide what to build and Agile practices to build them. With Lean, you release your initial minimum viable product quickly, measure your success, then based on what you learn, prioritize improvements that will be most valuable to your users. With Agile, you then deliver these features quickly and improve your product incrementally to continuously deliver value to your users. Trainers can adopt the same practices to deliver content. Repeating the learn and improve steps quickly maximizes your success in building the most valuable training for your audience, and minimizes your need to do rework.
LAER - Land, Adopt, Expand, Renew. This was the model that framed much of the conversation at the Technology Services World Conference held last week in San Diego. The LAER framework helps outline the customer journey for subscription businesses that are growing their revenue within their customer base. For those of you who are unfamiliar with the event, TSW is hosted by the Technology Services Industry Association (TSIA), and blends service professionals from across industry disciplines - Education Services, Customer Success, Support Services, Professional Services, Managed Services and more.
By: Kaliym A. Islam, Ph.D.
Research on customer education suggests that calculating its business impact is a difficult task. This consensus exists for many reasons, including the fact that the activity is generally not delivered by a single department and there aren't norms around where in the organization the responsibility for educating customers exists. Perhaps the most common challenge facing the individuals responsible for educating customers, however, is the belief that the most common technique used to evaluate all training programs (the Kirkpatrick’s four-level model) is lacking.