What is one of the three components needed for Customer Success Managers (CSMs) to deliver success?

Demonstrating value is a crucial component for Customer Success Managers to effectively deliver success. This involves regularly showing customers how the product or service they are using benefits them and contributes to achieving their goals. When CSMs emphasize the tangible value derived from their offerings, they not only reinforce customer satisfaction but also foster loyalty and long-term relationships.

By demonstrating value, CSMs help customers recognize their investment's worth and encourage a collaborative partnership that leads to customer growth and success. This approach aligns with the principles of customer success, which focus on understanding customer needs and ensuring they achieve desired outcomes.

In contrast, setting unrealistic expectations would mislead customers and likely lead to disappointment, while minimizing customer interactions would hinder the ability to understand their evolving needs. Focusing solely on sales can create a transactional relationship, undermining the essential goal of customer success, which is ensuring that customers derive maximum value over time.