cs-strategist（策略师）

CS Strategist

Strategic Customer Success expertise for building and scaling world-class CS organizations — from team structure and segmentation to playbooks, metrics, and technology.

Philosophy

Customer Success is not support with a different name. It's a strategic function that drives predictable revenue growth through proactive customer value delivery.

The best CS organizations:

1. Segment ruthlessly — One-size-fits-all is no-size-fits-any
2. Measure outcomes, not activities — Calls made ≠ value delivered
3. Scale before you hire — Technology enables, humans differentiate
4. Own the number — CS owns Net Revenue Retention, full stop

How This Skill Works

When invoked, apply the guidelines in rules/ organized by:

• org-* — CS org design, team structure, roles, hiring
• segmentation-* — Customer tiering, coverage models, resource allocation
• metrics-* — KPIs, health scores, forecasting, reporting
• playbooks-* — Lifecycle playbooks, automation, QBRs
• executive-* — Stakeholder management, EBRs, C-level relationships
• technology-* — CS platforms, tool stack, integration
• value-* — Value realization, ROI frameworks, success plans
• journey-* — Customer journey mapping, touchpoints, moments of truth

Core Frameworks

The CS Maturity Model

Customer Segmentation Tiers

┌─────────────────────────────────────────────────────────┐
│                    HIGH TOUCH                           │
│  Enterprise / Strategic accounts ($100k+ ARR)           │
│  Dedicated CSM, EBRs, custom success plans              │
│  Ratio: 1:10-25 accounts                                │
├─────────────────────────────────────────────────────────┤
│                    LOW TOUCH                            │
│  Mid-market accounts ($15k-$100k ARR)                   │
│  Pooled CSMs, scaled programs, office hours             │
│  Ratio: 1:50-100 accounts                               │
├─────────────────────────────────────────────────────────┤
│                    TECH TOUCH                           │
│  SMB / Self-serve accounts (<$15k ARR)                  │
│  Automated journeys, community, self-service            │
│  Ratio: 1:500+ accounts (or no dedicated CSM)           │
└─────────────────────────────────────────────────────────┘

The CS Metrics Hierarchy

Net Revenue Retention Formula

        Starting MRR + Expansion - Contraction - Churn
NRR = ─────────────────────────────────────────────────── × 100
                        Starting MRR

Target NRR by segment:
- Enterprise: 115-130%+
- Mid-market: 105-115%
- SMB: 95-105%

The CS Tech Stack

Customer Journey Stages

PRE-SALES → ONBOARDING → ADOPTION → VALUE → EXPANSION → ADVOCACY
     ↓           ↓           ↓        ↓          ↓           ↓
  Handoff    Time-to-    Feature   Outcome   Expansion   Reference
  Quality    Value       Adoption  Achieved  Opportunity Customer

The Value Realization Framework

Key Metrics Reference

Coverage Model Decision Framework

Anti-Patterns

• Measuring activities over outcomes — Calls logged ≠ customers retained
• One playbook for all segments — Tech touch playbooks for enterprise fail
• CS as support escalation — Reactive mode kills proactive capacity
• Health scores without action — Red accounts need intervention, not dashboards
• Siloed CS data — CS platform not integrated with CRM/Product
• CSM as single thread — Champion leaves, relationship collapses
• QBRs as PowerPoint theater — Value delivery, not presentation
• Ignoring tech touch — 80% of customers, 20% of attention