/Haresh Gangwani
Haresh Gangwani

About Haresh Gangwani

Haresh is the Chief Executive Officer and Co-Founder of Bolstra. Haresh is a veteran B2B SaaS industry executive having served in key roles with emphasis in product strategy, sales and marketing.

Loyal Customers Feed the Funnel: The Math Goes a Long Way

Once upon a time, in the world of perpetual licenses and revenue streams coming predominantly from new logo acquisitions, pipelines looked like this: In today’s subscription economy, existing customers represent 70+% of total ARR, and have a significant effect on revenue – both recurring and new. Consider the math. In the calculations below, COMPANY has an Existing ARR (EARR) of $0 and generates $1,000,000 in New ARR (NARR) in Year 1. NARR grows at a [...]

By | 2018-03-12T18:00:22+00:00 November 1st, 2017|Assurance Services|0 Comments

The Blocking and Tackling of Customer Success

We know that Customer Success teams are being formed and developed at a rapid pace. XaaS companies are no longer debating the value of a dedicated expert services team to work with customers to generate and sustain a continuously valuable experience. While the debate about whether to have a Customer Success team within your organization is subsiding, the questions about how to DO Customer Success are mounting. In response to these questions, Bolstra delivers The [...]

How (and why) to Use NPS in B2B Businesses

Why use NPS? The Walker Survey report Customers 2020: The Future of B-to-B Customer Experience vouches that “by 2020, the customer experience is predicted to overtake both product and price in distinguishing one firm from another.” There’s no getting around the business case for helping our customers be successful. If they lose, we lose. Conversely, as their success goes, so does ours. There are myriad theories on how to delight our customers. How, though, do [...]

A CRM Tool is not a CSM Tool

Why Isn’t a CRM an Effective Tool for Customer Success? We get asked this question a lot. So, we thought we’d take the time to provide some education around the many types of tools that businesses use to manage their customer (and prospect) relationships, and why, specifically, a tool for sales doesn’t work for customer success. First, some basic definitions: Customer Relationship Management (CRM): a comprehensive term that refers to all the ways a business manages [...]

By | 2018-03-12T18:47:57+00:00 June 16th, 2017|Customer Success Software|0 Comments