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"Help! My champion just left the company!" "Wait, when did this person join the account?" "Why are these emails bouncing? We just had a QBR!"

Sound familiar? 🙋‍♀️

I've been having fascinating conversations with many of you about a challenge we all share - maintaining accurate contact data. Every time I bring this up at customer meetings or CS events, I see knowing smiles and hear deep sighs of recognition.

Last week, a CS leader shared something that really stuck with me: "We spent months building the perfect digital engagement strategy... only to realize half our contact data was outdated. It felt like planning an amazing party but sending the invitations to old addresses!"

This got me thinking about how we've traditionally approached contact management:

Traditional Approach:

  • CSMs manually updating contact records
  • Quarterly contact audits
  • "Last known good" email lists
  • Reactive updates when emails bounce
  • Endless spreadsheet maintenance

The results? Usually:

  • Outdated org charts
  • Missing key stakeholders
  • Time wasted on manual updates
  • Delayed responses to role changes
  • Missed engagement opportunities

Here's what's fascinating: Your contact database is actually building itself every day through natural communications. Every email thread, every meeting, every calendar invite contains real-time information about who's active and who's not. The data is there - we just weren't using it!

Some interesting patterns we've observed:

  • Active stakeholders often aren't in the CRM at all
  • People marked as "active" in CRM haven't communicated in months
  • Key relationships are happening through unexpected channels
  • Role changes are visible in email signatures long before LinkedIn updates

I'm excited to share how we're addressing this at Gainsight with Staircase AI. The technology:

  • Actively listens to all communications to build a real-time relationship graph of stakeholders
  • Automatically detects engagement patterns (who's communicating and who isn't)
  • Marks contacts as inactive if there's no communication for 90 days
  • Catches farewell emails and immediately updates contact status
  • Identifies active contacts missing from your CRM through a "Missing Contacts" report

The best part? It's all automated. No more manual updates, no more outdated data, no more missed connections.

Staircase AI’s relationship radar uncovers the strength of your relationships with customers and helps you track the stakeholders that will increase your chances for growth.

Just last week, we discovered 15 active stakeholders at a key account who were regularly engaging with our team but weren't in our CRM. That's 15 relationships we can now nurture properly!

Question for the community: How are you handling contact data maintenance? What strategies have worked (or spectacularly failed) for you?

Would love to hear your experiences and start a discussion about this common challenge we all face.

#CustomerSuccess #DigitalCS #CommunityDiscussion #staircaseai

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