Your Book of Business: ARR Tiers and How Many CSMs You Need
This lesson is part of the course
In this lesson
You sort twelve accounts into touch tiers with an approximate XLOOKUP, measure how much ARR sits in the high-touch tier, and work out how many customer success managers the whole book needs and how much ARR each one covers.
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Lessons in this course
- Your Book of Business: ARR Tiers and How Many CSMs You Need Locked
- Building a Health Score: Points, Weights and Traffic Lights Locked
- Onboarding: Working Days to Go-Live and Time-to-Value Locked
- Renewal Forecasts: Renewal Dates, Health-Based Probabilities and Quarterly Totals Locked
- Expansion and Contraction: Net and Gross Retention per Segment and per CSM Locked
- Churn Reasons and Saves: Reason Codes, Lost ARR and the Save Rate Locked
- Engagement Coverage: Touchpoints, Business Reviews and Overdue Accounts Locked
- Capstone: Does the Health Score Predict Churn? Locked