Titlebook: Customer Success Management; Helping Business Cus Michael Kleinaltenkamp,Katharina Prohl-Schwenke,La Textbook 2023 The Editor(s) (if applic

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Customer Success Management Drivers,this chapter, we identify and explain the most important drivers of the implementation of CSM from customers’ and suppliers’ perspectives. They reach from common business practices, lacking or poor customer CSM capabilities, lacking resources and offerings’ complexity over the project or relationshi

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Adapting the Customer Value Proposition,pically does not remain unchanged. In contrast, since customer goals likely change over time, a CVP needs to be adapted throughout a business relationship. Hence, embedding a CVP into a sales cycle can ensure that all sales endeavors are geared toward customer value. In this sense, a CVP is not rene