How to Structure CSM Bonuses?

  • 22 December 2016
  • 0 replies

One of the most common questions I get is: How do you compensate your CSMs?

The metrics that drive our CSMs’ bonuses are:

  1. Net number of “Wins”: Specifically, a certain net number of customers that moved into a state of Green or Lime Habits, which is an indication of sticky adoption and a proxy for whether the customer is getting value from our product

  2. Customer Success Qualified Leads (CSQLs): Our CSMs partner with Sales by identifying expansion opportunities

  3. Customer Success Qualified Advocacy (CSQA): Our CSMs have targets for the advocacy engagements they secure

For more information on how we compensate CSMs, check out my new blog post on How We Structure CSM Bonuses.

I’d love to hear from you – what factors contribute to your CSM compensation?

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