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Gainsight has a purpose-built feature for tracking leads generated by CS team and ensuring those leads are effectively managed across Gainsight and your CRM.

Want to get started with CSQLs in Gainsight? 

See attachment at the end of this post for the slides.

 

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A Customer Success Qualified Lead (CSQL) is a lead that comes from an existing customer and has a high potential to be a successful long-term customer.

  • CSQLs are similar to Marketing Qualified Leads (MQLs) and Sales Qualified Leads (SQLs), but they are considered higher value because they come from existing customers.
  • CSQLs are generated by the Customer Success team, who interact closely with customers.  
  • CSQLs are a source of lean revenue because they come from existing customers. Organizations use CSQLs to increase revenue from existing customers.

Learn more about the value of CSQLs!

Hi @tyler_mcnally , do you have any resources to share for instances where the CSM is responsible from finding and selling the CSQL? 

I am interested in workflows that would allow: 

  • CSQL to come from Salesforce and created by CSMs within Gainsight; 
  • Manage the CSQL by creating a relevant CTA or Success Plan based on Lead Source or campaign type; 
  • Allows for reporting that includes CSQL forecasting and expansion CTA conversion. 

This degree of visibility will allow us to pivot quickly to train CSMs and/or optimize the playbooks for higher conversion rates. 

 

 

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