IcebergIQ CEO and Co-founder, Natasha Narayan, sits down with Customer Success Leader, Dan Ahrens, to chat about the impact of AI on the Customer Success function. Read and watch “6 Counter-Intuitive Lessons on AI, Enterprise SaaS, and the Future of Customer Success.”

Being the category creator and longtime market leader, the company faced increasing competitive pressure from new, smaller companies who were entering their space and offering lower pricing and alternative capabilities.

The Product Marketing team wanted a clearer understanding of how buyers evaluated their company against competitors, and which messages resonated throughout the buying process.

Sales reps gave useful feedback, but team leadership wanted more objective buyer feedback to validate assumptions and identify where positioning should evolve. Competitive positioning became a strategic priority for the company.

Over the last seven years, this enterprise social impact software company has partnered with IcebergIQ to integrate independent buyer insights to their customer intelligence program. Today, these insights play a critical role in shaping the company’s GTM strategy, sales processes, and product enhancements, resulting in a 28% YOY increase in win rates.