The HotLine Magazine Archives
For The Profession of Cloud/SaaS Product Support
A common question keeps coming up in my conversations with SaaS/Cloud CxO’s all across the industry:  “How many Customer Success Managers does it take to keep customers from churning?”  The question appears in other forms, such as “how much CMRR (Contracted Monthly Recurring Revenue) should each CSM be responsible for?”  Or, “How many customer accounts can a CSM handle?”  Staffing…

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There are vital clues and indications in the search strings that bring readers to The HotLine Magazine from around the world every day. “What is the Definition of Customer Support?” “What is the profitability of customer retention?” “Define the SaaS support model.” “Usual customer retention rate for a SaaS company?” “How to profit from SaaS support?” All of these are indicators of the same fundamental problem. Every so often, an inquiry comes along that goes to the heart of the issue and begs for an immediate reply. “Fixing a broken customer support group” is a perfect example, prompting two immediate questions in return. What do you mean by “broken?” And how would you define “fixing?” Almost invariably, the source of serious problems with a customer support group is external to the group itself; they are inevitably strategic errors. Until the senior management team and the support executive or manager understand each other, and work together, producing a truly effective and lasting resolution for the broken group is unfortunately unlikely.

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