Customer Success Procedure

1. Role of the Customer Success Team

  • Maintain high satisfaction for existing customers
  • Provide quality support
  • Regular meetings with multiple stakeholders
  • Proactively identify and solve newer needs
  • Organise product trainings
  • Grow share of revenue from existing customers
  • Increase adoption of existing products
  • Increase usage across multiple subsidiaries
  • Upsell new Frappe products

2. KPIs

  • ↑ Revenue from existing customers
  • Retention of existing revenue (AMC)
  • Increase in revenue (upsells, new projects)
  • Satisfaction score (for CSM experience): 4.5+ stars
  • Support score for enterprises: 85%+ SLA and 4.5+ Support Feedback
  • Quarterly coverage (% of customers met/called in a quarter)

3. Org Structure

  • For SMB Partners

    • 1 Customer Success Manager
  • For Enterprise Partners

    • Head of Customer Success
    • 1 Manager for every 20 large enterprises (> $100mn or ₹900 cr revenue)
    • 1 Manager for every 50 medium enterprises ($10mn to $100mn revenue)
    • 1 Manager for every 300 small enterprises (< $10mn revenue)

4. CSM Handover & Kick-off

  • Implementation team hands over the account to CSM, 3 months after go-live date
  • Share project context
  • Introduce key stakeholders
  • CSM kick-off with stakeholders from both partner and customer side
  • Set expectations about CSM engagement
  • Define success metrics with customer
  • Introduce support processes & escalation matrix

5. Engagement Model

  • Quarterly Business Review (QBR)
    • Strategic meeting with key business leaders
    • Participants: Partner CSM, Partner Project Champion (optional), Customer Project Champion, Customer Sponsor, Frappe CSM
    • Support history by CSM (# of tickets resolved last quarter)
    • Recap success metrics defined during kick-off: On-track / Delayed
    • Project status and bottlenecks
    • Highlight adoption wins and gaps
    • Discuss expansion opportunities
    • Capture customer satisfaction score live
    • Log all call notes, dates, and feedback in a dedicated enterprise CSM doctype for reporting and insights

  • Tier 1 (Enterprise)

    • Frequency: Monthly
    • Format: In-person / Video Meeting
    • Focus Areas:
      • Review product usage: Which modules are live, which ones are not
      • Org structure mapping: Key decision makers, unsolved needs/challenges
      • Software budget mapping: Overall software spend vs. share with Partner + Frappe
      • SaaS tools mapping: Identify tools to replace with Frappe (CRM, HRMS, workflow automation)
      • Build upsell strategy: % of spend to capture in 1–3 years, decision makers to engage, tools to replace
      • New product trainings (paid/free)
      • New product upsell
  • Tier 2 (Mid-Market)

    • Frequency: Quarterly
    • Format: In-person / Video Meeting
    • Focus Areas:
      • Review product usage
      • Increase adoption of existing products
      • New product upsell
  • Tier 3 (SMB)

    • Frequency: Quarterly
    • Format: Calls
    • Focus Areas:
      • Review product usage
      • Increase adoption of existing products
      • New product upsell
  • All Customers

    • Frequency: Monthly
    • Format: Email
    • Focus Areas:
      • Automated customer satisfaction survey
      • Newsletter: New features, new products, webinars

7. Sample CSM Dashboards

  • CSM revenue (goal vs. actual)
  • Quarterly Satisfaction Score
  • Customer Coverage Report
Discard
Save
Review Changes ← Back to Content
Message Status Space Raised By Last update on