60-1-60: Measuring Impact Across the Business (Part 3 of 3)

You've arrived at the final act. The curtain's not closing yet; it's rising to unveil the climactic conclusion of your 60-1-60 launch strategy. Having traversed 60 days of meticulous planning and executed a grand Day 1 launch, you're now stepping into the 60 days that follow—the act that solidifies your performance. Remember, this isn't a roadmap, but a lens through which to see your strategy holistically. In this final blog of our three-part series, we dive into the indispensable roles that different departments play during the concluding 60 days and offer a blueprint for gauging impact effectively.

Role

In the immediate wake of the launch, your Customer Success team takes center stage. They are entrusted with transforming all your promises and high hopes into tangible customer benefits. Whether it's through educational webinars, onboarding sessions, or distributing detailed user guides, their core objective is to make the transition from purchase to usage as smooth as possible.

But wait, their role extends beyond mere problem-solving. Consider the formation of a customer advisory board or VIP user groups. These initiatives not only provide qualitative feedback but also create a band of product evangelists.

Measuring Impact

So, how do you measure success in these endeavors? Look towards key metrics like customer satisfaction scores, churn rates, and onboarding times. Take it a step further with the Net Promoter Score (NPS). These metrics not only tell you what's going well but also pinpoint the areas that need a little extra attention.

Role

Following a successful launch, your Sales team is on a mission. Leveraging the initial buzz, they now focus on nurturing leads through the sales funnel. The dialogue shifts from general features to individualized solutions, engaging customers in tailored demos and one-on-one discussions.

And the benefits don’t end there. Your Sales team has their finger on the pulse of the market, extracting valuable feedback from customer interactions. This feedback loop can be a goldmine for refining your product and sales strategy.

Measuring Impact

What about gauging the performance of your Sales team? Conventional metrics such as lead-to-close rate and average deal sizes serve as an initial gauge. But if you want the full picture, delve into qualitative assessments like customer testimonials and relationship strength. They provide the nuance to your quantitative data, allowing for a more rounded strategy.

Role

With the initial fanfare over, your Marketing team is far from done. They switch gears to educational and value-driven content. Think how-to guides, case studies, and customer testimonials. Their aim? To not only maintain but elevate interest levels and provide genuine value to your users.

The narrative shifts from mere product features to comprehensive solutions. They should also maintain an active presence on social media, spotlighting customer stories and success narratives to build a loyal community around your brand. Collaboration with Sales and Customer Success becomes even more crucial during this phase, fostering a uniform message and optimizing cross-selling and upselling opportunities.

Measuring Impact

The spotlight now turns to metrics such as web traffic, user engagement, and click-through rates. Keep an eye on customer acquisition costs and customer lifetime value. These numbers, alongside periodic audits of your online presence, keep your post-launch Marketing efforts in check.

Navigating the last 60 days post-launch is like putting the finishing touches on a masterpiece. Every stroke matters. You've understood, applied, and mastered the 60-1-60 methodology, encapsulating it in a holistic strategy that includes every department in your organization. This isn't a checklist; it's a sustainable, evolving model that informs future launches and contributes to long-term success.

So, as you look back on the last 60 days, remember: your work shapes not just this product but sets the tone for future endeavors. When you sit down to map out your next product or portfolio launch, success starts with your 60-1-60 approach.