Table of Contents
Author(s): Prof. Dr. Marco Schmäh*; Alessandro Sibilio, MSc; Dr. Manuel Kern
Customer Success Management is the next evolution in complex sales that drives growth. Moreover, Customer Success Management is a modern holistic sales philosophy and part of a professional customer experience management strategy. The following conceptual paper discusses fundamental thoughts based on value-based selling, customer success focus, and a clear view on a perspective beyond selling that will gain importance in the future.