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NO.
#9ae840f0
Topic
INDIE BUSINESS
Source
saastr
Published
2026-05-24 14:10:01
Importance
★ 4/10 — radar 40

Why most `CSM`s do not become `FDE`s

B2B buyers increasingly need technical implementation, not account management. If onboarding requires code, design it as product or expert service early.

[ KEY POINTS ]
  1. FDE job postings rose 12x in the cited sample, signaling demand for engineering-heavy customer deployment.
  2. Most CSMs lack the coding, architecture, and debugging depth needed for forward-deployed work; retraining is not a quick fix.
  3. For B2B SaaS, complex setup becomes a sales bottleneck. Either simplify onboarding or price hands-on implementation explicitly.
Originalwww.saastr.com/why-95-of-customer-success-managers-cant-be-turned-into-forward-deployed-engineers-and-what-that-means/Read original →

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