9 examples of Customer Success Manager metrics and KPIs
What are Customer Success Manager metrics?
Crafting the perfect Customer Success Manager metrics can feel overwhelming, particularly when you're juggling daily responsibilities. That's why we've put together a collection of examples to spark your inspiration.
Transfer these examples to your app of choice, or opt for Tability to help keep you on track.
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While we have some examples available, it's likely that you'll have specific scenarios that aren't covered here. You can use our free AI metrics generator below to generate your own strategies.
Examples of Customer Success Manager metrics and KPIs
The percentage of your customers who refer others to your business. This is calculated by dividing the number of referred customers by the total number of customers
What good looks like for this metric: 10-30%
Ideas to improve this metric
Enhance referral incentives
Simplify the referral process
Promote the referral program frequently
Provide excellent customer service
Recognise and reward top referrers
2. Customer Acquisition Cost (CAC)
The cost associated with convincing a consumer to buy your product or service, including all marketing and sales expenses. This is calculated by dividing the total costs of acquisition by the number of new customers
What good looks like for this metric: $7-$15 per customer
Ideas to improve this metric
Optimise marketing spend
Increase organic reach
Leverage social proof
Enhance referral incentives
Use cost-effective advertising channels
3. Lifetime Value (LTV)
The predicted net profit attributed to the entire future relationship with a customer. This is calculated by multiplying the average purchase value, purchase frequency, and customer lifespan
What good looks like for this metric: $400-$500
Ideas to improve this metric
Improve customer retention strategies
Enhance product/service quality
Upsell and cross-sell effectively
Provide excellent customer service
Offer loyalty programs
4. Referral Conversion Rate
The percentage of referred leads who become paying customers. This is calculated by dividing the number of referred customers who make a purchase by the total number of referred customers
What good looks like for this metric: 10-20%
Ideas to improve this metric
Streamline referral onboarding
Offer time-limited incentives
Provide clear value proposition
Enhance user experience on landing pages
Engage referrals with follow-up communications
5. Net Promoter Score (NPS)
A measure of customer loyalty and satisfaction, calculated by asking customers how likely they are to recommend your business to others on a scale of 0-10 and subtracting the percentage of detractors from promoters
The total expected revenue from a customer over the duration of their business relationship. It helps in understanding how much a company should spend on acquiring new customers.
What good looks like for this metric: Benchmarks vary by industry, but generally a CLV to customer acquisition cost (CAC) ratio of 3:1 is considered good
Ideas to improve this metric
Enhance customer retention strategies to increase repeat purchases
Personalise customer experience based on data analysis
Optimise pricing strategies to maximise revenue
Increase customer engagement through targeted marketing campaigns
Develop loyalty programs to encourage customer retention
Measures the percentage of existing clients who continue to use your services over a specific period. Calculated by dividing the number of clients at the end of a period by the number of clients at the start, then multiplying by 100.
What good looks like for this metric: 70-80%
Ideas to improve this metric
Enhance client engagement through regular communication
Offer personalized solutions tailored to each client's needs
Implement a loyalty or rewards program
Seek regular feedback and act on it immediately
Provide consistent and high-quality service
2. Service Expansion Success Rate
Tracks the success rate of newly introduced services by calculating the percentage of services that meet initial adoption or use targets.
What good looks like for this metric: 60-70%
Ideas to improve this metric
Conduct thorough market research before launching new services
Train staff effectively to support new services
Market new services aggressively to existing and potential clients
Collect and analyse feedback from clients on new services
Set clear and realistic targets for service adoption
3. Revenue Growth Rate
Indicates the rate of revenue growth over a specific period, measuring the agency's ability to increase earnings.
What good looks like for this metric: 10-20% annually
Ideas to improve this metric
Identify and target new market segments
Upsell or cross-sell services to existing clients
Increase pricing strategically after enhancing service value
Reduce costs through efficient operation practices
Expand client base with effective marketing campaigns
4. Client Satisfaction Score
A measure of how satisfied clients are with your services, often gathered through surveys and reflected on a scale from 1 to 10.
What good looks like for this metric: 8/10
Ideas to improve this metric
Regularly solicit and review client feedback
Address client issues promptly and effectively
Ensure services are consistently performed to high standards
Engage in active communication with clients
Create a client-centric culture within the agency
5. Market Penetration Rate
The percentage of your target market that is using your agency's services, calculated by dividing current clients by the total target market, then multiplying by 100.
What good looks like for this metric: 15-25%
Ideas to improve this metric
Increase brand awareness through strategic marketing
Develop competitive pricing strategies
Enhance service quality to stand out in the market
Offer innovative solutions that meet emerging market needs
Leverage online and social media platforms to reach wider audiences
Having a plan is one thing, sticking to it is another.
Don't fall into the set-and-forget trap. It is important to adopt a weekly check-in process to keep your strategy agile – otherwise this is nothing more than a reporting exercise.
A tool like Tability can also help you by combining AI and goal-setting to keep you on track.
Tability's check-ins will save you hours and increase transparency
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