Hello!
Our CS team is focused on managing existing accounts, with no responsibility for account growth (not beyond just managing small increases in the number of licenses within our existing scope). We want to keep it that way, but also are looking to set up some incentives for CSMs to identify new opportunities that AEs can then pursue.
I'm wondering in particular about:
- Making this a small part of the VC structure directly, or an above-and-beyond bonus
- incentivizing by identified oppy vs. incentivizing based on closed deal
- incentivizing for all oppy identified the same, or differentiating depending on deal size (actual or projected)
Thanks in advance for sharing your thoughts!