The current mantra: Customers churn when they dont see the value. CS is all about ensuring the customer sees value. But CSMs must refocus to add real value. [Note: This...MORE > The post Do you have Customer Success focused...
The current mantra: Customers churn when they dont see the value. CS is all about ensuring the customer sees value.
But CSMs must refocus to add real value.
[Note: This article appeared on LinkedIn and had outstanding participation from many noted CS industry experts. Click here to read the post with comments on LinkedIn.]
EVERY SALE in #B2B#SaaSresults in change. Technology alone is not the answer. its 
ADOPTION CHANGE that customers must go through to acquire the value.
In Customer-led Growth firms (CLG,) folks at the TOP drive this type of change. Everyone at your clients understands whats important to their boss. When the leader(s) isnt a part of driving change, the adoption process will suffer.
CSMs must therefore be change consultants and work with key stakeholders inside their clients to truly drive change/adoption.
And by extension, CSMs dont have time to drive the tactical implementation with end-users. Yes, CSMs must be a part of the onboarding team/process, but the role of#CSis 
strategic, not tactical.
CSMs are not replacements for the training org: Trainers should be doing that.
CSMs are not replacements for Tech Support: Support Engineers should be doing that.
CSMs are not replacements for broken internal processes, such as Support or Product escalations: The right department should be doing that.
And so on
Anything that detracts from the CSMs role as a strategic partner erodes their ability to get their clients to truly adopt (with their hearts
and minds
) the new technology.
