How do you train and enable your Enterprise Customer Success Managers?
1 Answer
Wynne Brown
RocketReach VP of Sales & Customer Success • April 12
Enterprise CSMs need to master quite a few things to be able to drive the highest ROI for their customers:
Product: the extent of how technical a CSM should be will vary, but a CSM should be a master of using your solution
Value: nobody should know more about the value the Customer wants than a CSM. And the CSM should be given clear tools and methods for calculating that value.
Vision: matching the long term organizational goals of the Customer to the value of our product and the roadmap forward is something the CSM must always be attending to and adjusting
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