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Why most `CSM`s do not become `FDE`s
40radar
B2B buyers increasingly need technical implementation, not account management. If onboarding requires code, design it as product or expert service early.
FDEjob postings rose 12x in the cited sample, signaling demand for engineering-heavy customer deployment.- Most
CSMs lack the coding, architecture, and debugging depth needed for forward-deployed work; retraining is not a quick fix. - For B2B SaaS, complex setup becomes a sales bottleneck. Either simplify onboarding or price hands-on implementation explicitly.
Source: www.saastr.com/why-95-of-customer-success-managers-cant-Read original →
