Farm Don't Hunt

Guy is passionate about people and technology, and has committed his career to transforming the way people do business. Prior to founding Totango, he served as EVP of Engineering at GigaSpaces and Chief Architect at Mercury in the real-time big data field. Guy moonlights as the lead guitarist in a Palo Alto rock band that practices in his garage.

The recurring income business is the new normal across whole industries. Firms that charge clients on a monthly basis must follow an entirely new set of standards, norms that generally benefit the customer over the supplier. However, this new model provides excellent opportunity to deliver and take additional value from the partnership. To generate that value, businesses must shift from a hunting mindset to a farming perspective. That shift is the new Customer Success paradigm.

Many business leaders have heard of Customer Success, but few truly understand what it means to run their company from a Customer Success perspective. Even fewer have the experience to establish and optimize the Customer Success function.

Guy Nirpaz, a pioneer in the field of Customer Success, is regarded as one of the earliest proponents of this company realignment. Guy breaks out the academic underpinnings of Customer Success as a philosophy in "Farm Don't Hunt" and rapidly moves on to providing concrete, actionable suggestions for orienting your business around this new paradigm.

Author: Guy Nirpaz and Fernando Pizarro

Link to buy: https://www.amazon.com/Farm-Dont-Hunt-Definitive-Customer-ebook/dp/B01BIBY8W0

Ratings: 4.4 out of 5 stars (from 121 reviews)

Best Sellers Rank: #468,404 in Kindle Store

#685 in Sales & Selling (Kindle Store)

#1,599 in Business Management (Kindle Store)

#1,978 in Sales & Selling (Books)