{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Product Growth Stories","title":"How to Scale Customer Success in B2B SaaS Past $100M ARR","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/c199ba3a\"></iframe>","width":"100%","height":180,"duration":856,"description":"Scaling customer success in B2B SaaS past $100M ARR isn't luck, here's what a high-performing CS team actually looks like from the inside.\n\nFeaturing Jerez, Chief Customer Success Officer at Aptega, who scaled customer success at Securronics through a 100M+ ARR journey before bringing that operational depth to compliance automation.\n\nJean-Michel and Jerez break down the specific mechanics behind building CS teams that outperform their headcount, how education-led content drives both acquisition and retention in a compliance SaaS business, and why intimate in-person gatherings are converting better than conferences for B2B pipeline right now. They also get specific on the cultural infrastructure, trust, cross-functional collaboration, and the \"cultural brokers\" model, that separates top CS teams from average ones.\n\n🎯 High-performing CS teams are built on trust first, structure second\n🤝 \"Cultural brokers\" accelerate cross-functional collaboration fast\n📊 Education and webinar content drive pipeline at 100M+ ARR companies\n🏢 Smaller, intimate gatherings outperform conferences for real deal flow\n⚙️ Compliance automation's biggest efficiency win: eliminating mundane, repetitive tasks\n\n⏱️ 00:00 Jerez's background, from Chennai to cybersecurity startups\n03:20 What Aptega does and why compliance automation matters now\n06:10 How new regulations (including AI and quantum) shape their content strategy\n09:45 Customer acquisition mix: webinars, outbound, in-person, and conferences\n13:00 Why intimate gatherings beat conferences for closing B2B deals\n16:15 Harvard Business Review Council and the \"cultural brokers\" concept\n19:30 What separates high-performing CS teams from average ones\n23:00 The compliance space in 2025 and where automation is headed\n\n🔥 Ready to add $1M in new revenue to your B2B company this year?\nApply to Scale 👉 https://www.rapidproductgrowth.com\n\n🔗 Website: https://www.rapidproductgrowth.com\n🔗 Jean-Michel on LinkedIn:...","thumbnail_url":"https://img.transistorcdn.com/X4IT14P2xMDfcTDbs7hsQIK9BMr3b8jaJAuqZx6l-bo/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9iZmU0/OWYxNGQxM2EzNTA3/YmFiMzNiNDBjM2Qw/YTU1Yy5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}