Glossary entry
Customer success signal
A buying signal derived from a target account's relationship with their existing vendors — NPS spike, public case study, expansion announcement, or champion-praise post. The hardest signal to mine but the highest-confidence one: an account that's publicly happy with one vendor in your space is signaling appetite for adjacent solutions. Sources: vendor case studies, G2 'Users Love Us' badges, LinkedIn champion posts.
01Definition
TLDR
A buying signal derived from a target account's relationship with their existing vendors — NPS spike, public case study, expansion announcement, or champion-praise post. The hardest signal to mine but the highest-confidence one: an account that's publicly happy with one vendor in your space is signaling appetite for adjacent solutions. Sources: vendor case studies, G2 'Users Love Us' badges, LinkedIn champion posts.
02Why it matters
Signals readiness to expand spend in a category. The opposite of the cold-outreach problem (vendor fatigue).
03Example
Worked example
Acme posts case study with Salesforce as their CRM → adjacent CRM-stack vendors (CPQ, billing, automation) should engage.
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