Frequently Asked Questions About Customer Success

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Can A Company Outsource Its Customer Success Group?

Can a company outsource its Customer Success Group?  Yes, it can, and there are several vendors who will supply services to outsource some or all of the functions of a CS group. The Catalog of Available Customer Success Outsourcer Services The following services are sometimes outsourced by a company to an appropriate partner.  For the […]

What Are The Best Certifications for an Aspiring Customer Success Manager?

There are some vendors (technology and training/recruiting/consulting companies) that have offered certifications upon completion of training courses for some time now. There is clear value in the training courses. I have been asked many times over the years by job hunters if there are certifications that would make their holders more employable or offer an […]

Where is the best place to advertise for open Customer Success positions?

In addition to all of the standard approaches to publicizing an open Customer Success Manager position or for an executive CS leadership opening, the best places to advertise are The Customer Success Jobs Board here on the CSA site, and in the Customer Success Jobs Board thread of The Customer Success Forum on LinkedIn — […]

How will AI Impact the Future of Customer Success?

What is your communication strategy? Which conversations are to be handled human to human, and which can be automated? AI is going to have a significant role. Will it replace Customer Success? No. Will it augment what you can do? Yes, if intelligently implemented. Can it screw things up to a fare-thee-well? Yes, if companies […]

What are the elements of a good Customer Success Technology Suite?

Which software vendors are active in the Customer Success space? These questions are constantly being asked by Customer Success teams and their companies worldwide.  Two of the most popular pages on the Customer Success Association website are the Customer Success Technology Vendors List ( and the Customer Success Technologies Map (   The CSA site had over 100K -new- visitors […]

What Customer Success Books Should I Read?

The First Published Customer Success Book In 2016, three people from Gainsight collaborated to produce the first book on Customer Success.  Published by John Wiley & Sons, Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue was an immediate hit.  Nick Mehta, Dan Steinman and Lincoln Murphy covered the subject thoroughly, albeit […]

What is the Process/Workflow of a Customer Success Group?

The Process or Workflow of a Customer Success Group are the normal range of activities that the individual Customer Success Managers do as they work to increase adoption of the product and to build more sustainable, proven value for their customers.  These activities include such things as telephone calls, online conferences, site visits, analysis of […]

How should a company start to design and build a new Customer Success group?

The decision to design a new Customer Success group is not something to be treated lightly.  The role has to be carefully crafted if the team is to have any chance of long-term success.  Unfortunately, the typical approach is simply to go out to LinkedIn, copy somebody else’s job announcement for a Vice President or […]

How can I get my first Customer Success Manager job?

This is a very popular question as people hear of Customer Success and realize that it’s the kind of job they’ve always wanted.  But getting that first customer success job can be a challenge. The prime attribute of a Customer Success Manager is domain expertise, knowing a field (e.g. fleet management, sales management, healthcare operations, […]

Where can I find local Customer Success Association chapters or other meetings?

The Customer Success Association maintains a list of local meetings and groups on the page of the CSA website.  We also publicize links to meetings, if the local group submits them, in the monthly Customer Success Calendar email blasts via The Customer Success Forum on LinkedIn.

What is the Mission of Customer Success?

The Mission of Customer Success is to increase sustainable proven value for both the Customers and the Company. The essence is found in three core words: sustainable, proven, and value. The goal is increase, and the beneficiaries are the customers and the company.  This is who Customer Success teams and professionals are and what they […]

What is the Definition of Customer Success?

Customer Success is a long-term, scientifically engineered and professionally directed strategy for maximizing customer and company sustainable proven value.  Note the key words/concepts in that sentence: Long-term:  A viable, effective Customer Success team and program is not something that can be built overnight. Scientifically engineered:  You can’t win at Customer Success without collecting and analyzing […]

What Benchmarks or Industry Standards are there for Customer Success?

“What’s the Industry Standard for number of accounts per CSM?” “How often should you do Customer Value Reviews or QBRS, etc.?” “What percentage of the company by employee size is customer success?” Definition: Benchmark / Industry Standard A standard or point of reference against which things may be compared or assessed a surveyor’s mark put […]

What Are The Most Impactful Customer Success KPI’s?

The mission of Customer Success is to increase sustainable proven value for both the customers and the company. Therefore the prime KPI for a customer success group is the value they have brought to the customers and to the company — measured ultimately in money. For the customers, a key factor is the individual customer […]

What Would Be Your Top 3 Interview Questions for a Candidate CSM?

What evidence do you have that speaks to your domain expertise and credibility in my company’s vertical market? Conference presentations, blog articles, white papers, certifications earned, awards received — please describe your professional background that would suggest to my customers that you should have the standing of a trusted advisor for their business. Please describe […]

What Are Some Potential Career Paths for Customer Success Managers?

For a customer-facing CSM (as opposed to a team-leader Manager of Customer Success), the most likely career path, apart from staying in CS, would be into Sales at some point, capitalizing on their domain expertise. That ultimately could lead them to a CCO -Chief Customer Officer position. Or they could move into CS team management, […]

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