The Power of Customer Success in Reducing Churn

This report identifies three key challenges organizations face in reducing customer churn through customer success efforts. First, many companies lack consistent CSM coverage across their customer base, despite clear evidence that accounts with a CSM have significantly lower churn rates. Second, the absence of a formalized feedback loop between CSMs and other internal teams—such as sales and onboarding—leads to missed opportunities for improving the customer experience and early-stage adoption. Third, organizations often struggle to quantify the impact of CSMs on retention, making it difficult to justify broader investments in customer success programs without comparative churn data.

The survey insights reveal the crucial impact of customer success managers (CSMs) on reducing customer churn rates. A direct comparison indicates that organizations with assigned CSMs experience significantly lower churn rates than those without. This emphasizes the need for a structured customer success approach, particularly in fostering formal feedback loops to enhance onboarding processes and overall customer satisfaction.