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There are clearly attributes of the sales account manager (a.k.a. farmer) role that are common to the CSM role, but CSMs ARE NOT sales account managers whose job it is to grow revenue. This paper will highlight the differences between these two roles in the following areas:
After documenting the differences, this paper outlines the seven common mistakes management teams make when segmenting responsibilities between sales account managers and customer success managers.
Vice President, Subscription Sales Research, TSIA
Vice President, Customer Success Research, TSIA
Publish Date: November 13, 2020
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Peg Rodarmel, SVP, Subscription Services, Infor
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