<ul data-eligibleForWebStory="false"><li>The number of customers each Customer Success Manager (CSM) should handle at $20,000 ACV is ideally between 50 and 100.</li><li>A good benchmark is for each CSM to manage $1M to $2M in ARR, depending on the growth stage and resources of the company.</li><li>Early on, it is recommended to target $1M in ARR per CSM for high-touch engagement and retention, whereas as you scale, you can aim for $2M per CSM.</li><li>The ratio of customers per CSM may vary based on whether the company focuses on SMB, mid-market, or enterprise clients, with enterprise clients typically requiring more hands-on support.</li></ul>

Dear SaaStr: At $20,000 ACV, How Many Customers Should Each Customer Success Manager Have?

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