Scott discusses the rise of Customer Success, Gainsight Essentials, its GTM strategy, and the most common mistakes by SMBs when it comes to CS. BIOScott Salkin is SVP & GM, Gainsight Essentials at Gainsight. He is a seasoned entrepreneur, CEO, and senior B2B sales and marketing executive. Prior to joining Gainsight, Scott was the founder and CEO of Allbound, a B2B SaaS platform dedicated to helping businesses accelerate revenue through channel partners and ecosystems. TIMESTAMPS01:20 Scott's path to Gainsight04:15 Rise of Customer Success06:50 Changes in Customer Success 09:00 Gainsight Essentials12:45 Essentials' GTM strategy vs the Gainsight's GTM14:40 Customer Success KPIs for SMBs17:10 Most common mistakes by SMBs 18:20 Vision for Gainsight EssentialsSeason B is Sponsored byCELIGO, IPaaS for Mid-Market companies.SIGN UP at https://www.saashimi.cloud to receive transcripts of the interviews and news about upcoming guests and events.