Improving Your Managed Services Selling Model


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Many companies have solid Managed Services offerings, but don’t realize their full growth potential because of problems with their Services selling model. In this paper, Managing Director Eric Pelander and Senior Associate Jimmy Kirwan delve into the five critical go-to-market elements for marketing and selling  Managed Services to enable successful growth.

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The QBR Mistakes You Need to Stop Making



Quarterly Business Reviews (QBRs) are an amazing opportunity, but they’re also where dropping the ball has the most painful impact. Amity asked Partner Neil Jain and other leading Customer Success experts to share their thoughts on the biggest QBR mistakes Customer Success teams are making and how to avoid making them going forward. Neil’s advice  focuses on three main points: OBRs are more than ticket reviews, all QBRs aren’t created equally, and the QBR isn’t done when the meeting ends.

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Why Interest in Managed Services is Growing



Managed Services is expected to grow by more than 10 percent between now and 2020. In this article for Sand Hill, Managing Director Eric Pelander outlines the three factors driving growing interest in Managed Services: the financial opportunity it presents, increasing customer demand, and its ability to serve as a stepping stone to XaaS.  

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Updating the Balanced Scorecard for the SaaS World: Subscription Scorecard



While more and more businesses are embracing a subscription model, many are struggling with how to accurately measure and predict performance. In this CloudExpo article, founding partner Mark Hauser outlines the Subscription Scorecard, a re-imagining of the traditional balanced scorecard that is better aligned with the SaaS business model.  This “rebalanced” scorecard is centered around Customer Success, and includes operations quality, innovation velocity, and financial value.

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Taking Stock



In this article for CXOUSA, Affiliate Partner John Parkinson weighs in on the man-versus-machine question; he shares the interesting insights gained from a real-world test of using big data analytics, supervised machine learning, and automation to boost the performance and capacity of investment fund managers. 

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The Customer Success Playbooks You Need to Drive Adoption



Driving adoption is critical for ensuring that customers get maximum value out of their technology investment. It is also increasingly important for technology providers as they continue to embrace recurring revenue business models. Customer Success teams equipped with well-defined playbooks are uniquely positioned to deliver on this charter. In this webinar, Neil Jain and Aman Singh share key insights and best practices around how to successfully drive adoption through Customer Success playbooks.

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Are Playbooks the Key to Customer Success?



When leveraged properly, Customer Success playbooks allow your team to spend less time planning and worrying and more time actually getting stuff done. In this recent Q&A with Amity, Senior Associate Aman Singh shares his thoughts on the challenges Customer Success managers face in driving adoption and the positive impact playbooks can have on their success.

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2Q 2017 Waterstone Currents Issue Released



In this issue of Waterstone Currents, the firm’s quarterly newsletter, we offer a collection of recent insights and perspectives on a variety of tech topics, including advice on driving tech subscription adoption, succeeding with Managed Services, and monetizing industrial IoT solutions. The issue also features key takeaways from multiple industry conferences as well as Waterstone news, including our new Customer Success PowerOps subscription service and new team members.

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