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
6. Recommended Meeting Cadence
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