Collaboration Strategies for Customer Success Managers

Effective collaboration is the cornerstone of successful customer relationships in a business. For Customer Success Managers (CSMs), collaboration with customers is essential but often challenging.

Common issues include communication breakdowns, inefficient processes, and difficulty in tracking customer progress. These challenges can lead to frustrated customers and unmet goals.

Here’s a breakdown of key strategies to help you enhance collaboration and foster stronger customer relationships:

1. Schedule regular check-ins

Building strong collaboration with customers begins with consistency. Regular check-ins are a straightforward way to maintain ongoing communication and stay aligned with your customers’ goals. These touchpoints shouldn't just be about your product; they should focus on understanding your customer’s evolving needs and adjusting your support accordingly.

How to implement regular check-ins:

Establish a consistent schedule for touchpoints that make sense for both you and the customer. Monthly or quarterly check-ins are typical, but you might find a bi-weekly cadence works better for some.
Use these meetings to discuss progress, identify any roadblocks, and align on future initiatives.
Make sure each meeting is valuable by coming prepared with an agenda, past data, and insights into what’s working well and what’s not.

By keeping a consistent schedule, you set the stage for deeper engagement and build trust over time, making it easier to introduce joint initiatives. You can also use Customer Success tools like Velaris to automatically create these schedules – ensuring you don’t miss any.

2. Create joint success plans

Consistency in communication is one thing, but making sure you’re working towards the same outcomes is another. This is where joint success plans come in. By collaborating on a shared roadmap, you can align both your goals and your customers' goals, creating a clear path forward.

How to create joint success plans:

Outline mutual goals with your customer, defining what success looks like for both parties.
Break down the roadmap into key milestones, timelines, and responsibilities.
Revisit the plan periodically during your check-ins to make sure everything stays on track, and adjust as necessary.

Transitioning from check-ins to creating a success plan deepens the relationship and ensures that both you and your customer are clear on what’s needed to reach your shared objectives. If you’re building your success plan on a platform like Velaris, you can even share it directly with your customers so they have constant real-time updates instead of relying on you for information.

3. Involve customers in product development

Now that you have a success plan in place, it’s crucial to keep customers engaged and invested. A great way to do this is by involving them in product development. When customers have a say in the future of the product, it creates a sense of ownership and shows that their feedback genuinely matters.

How to involve customers in product development:

Invite a select group of customers to beta test new features and provide feedback.
Set up formal feedback loops, like surveys or focus groups, specifically around upcoming product improvements.
Make sure to follow up with customers about how their input influenced the final product – closing the loop is key.

Bringing customers into the development process helps you stay aligned with their expectations and keeps them excited about the future of your product.

4. Personalize communication and engagement

Customers are more likely to engage when they feel seen and heard. Personalizing your communication, from emails to support calls, ensures that customers get the right message at the right time.

How to personalize communication:

Take note of your customers’ preferred communication channels and use them – whether that’s email, phone calls, or virtual meetings.
Tailor your communications to their business needs, pain points, and industry.
Use customer data to highlight relevant insights and create communications that resonate with them.

A personalized approach to communication makes your customer feel valued, setting the stage for a more open and collaborative relationship.

5. Facilitate training and educational workshops

Empower your customers with knowledge by offering educational opportunities. Training and workshops can help customers fully leverage your product, ensuring they understand the features that matter most to them.

How to facilitate training and educational workshops:

Schedule regular training sessions that cover common features, tips, and best practices.
Host webinars and hands-on workshops that provide value and address common pain points.
Provide easy-to-access resources like help guides, video tutorials, and FAQs.

Moving from personalized communication to training customers deepens your engagement and enhances their experience with your product.

6. Utilize customer feedback loops

Collecting and acting on feedback shows that you value your customers’ insights. This transparency fosters trust and encourages further collaboration, leading to a relationship where your customers feel they have a genuine impact.

How to utilize customer feedback loops:

Implement regular surveys and feedback forms to gather insights on what’s working and what’s not.
Make it easy for customers to submit feedback through your website or support portal.
Share how you’ve used their feedback to make improvements, reinforcing that their opinions are integral to your process.

Feedback is a powerful tool for continuous improvement and makes your customers feel heard, laying the groundwork for the next level of engagement – building deeper advisory relationships.

7. Set up a customer advisory board

When your customers are deeply invested in your product’s success, you can establish a customer advisory board. This gives your customers a formal way to provide input and guidance, benefiting both sides.

How to set up a customer advisory board:

Select key customers who have a strong understanding of your product and are willing to share their insights.
Hold quarterly meetings to discuss new developments, gather feedback, and share your roadmap.
Use the board as a sounding board for new ideas and product directions.

Advisory boards are a step toward making your customers a true part of your business strategy, leading to clearer and more transparent communication in future updates.

8. Provide clear and transparent updates

Transparent communication about what’s happening with your product and your company creates trust. Customers want to know about upcoming changes and how they’ll be affected.

How to provide clear and transparent updates:

Send regular newsletters or emails with product updates, new features, and what’s coming next.
Be clear about the reasons behind any changes and what benefits they’ll bring.
Use plain language and avoid jargon to ensure customers understand what’s being communicated.

Clear updates help to build credibility and keep customers in the loop, leading seamlessly into using data-driven insights to further collaboration. If you want to learn more about why this matters, check out our blog about open communication.

9. Leverage data for personalized insights

Numbers don’t lie, and using data can provide you with insights that customers appreciate. Personalized reports based on their usage can help customers see the value of your product and identify areas for improvement.

How to leverage data for personalized insights:

Use analytics tools to understand how your customers are interacting with your product.
Share these insights during Quarterly Business Reviews (QBRs) to show trends, successes, and potential areas of growth.
Provide actionable recommendations based on the data you collect, tailoring them to the customer’s specific context.

These insights make your conversations more meaningful, encouraging more engaged collaboration and building trust for community events.

10. Host community events or user groups

Creating a sense of community around your product helps customers feel connected to each other and to you. Community events allow for the sharing of experiences, best practices, and knowledge.

How to host community events or user groups:

Organize virtual or in-person meetups where customers can network and share their experiences.
Create forums or social media groups where they can ask questions and connect.
Invite customers to speak at these events, sharing their own success stories and tips.

Community events are a fantastic way to create a feedback loop and strengthen bonds, making it natural to move towards celebrating individual customer achievements.

11. Offer co-branded case studies or success stories

Highlighting your customers’ success not only makes them feel valued but also reinforces the strength of your collaboration. Co-branded case studies allow you to showcase mutual wins.

How to create co-branded case studies:

Identify customers who have had a positive experience and would be open to sharing their story.
Work together to create a case study that highlights their success, with a focus on measurable outcomes.
Share these stories on your website, social media, or newsletters, giving visibility to your customers.

Sharing success stories with your community can inspire others to deepen their collaboration, bringing your focus to practical tools for task management.

12. Utilize collaborative tools for task management

Effective collaboration requires the right tools. Using shared platforms allows both you and your customers to track projects, manage timelines, and keep everything in one place.

How to utilize collaborative tools for task management:

Choose project management software that aligns with your needs – ensuring it's user-friendly for your customers.
Set up shared dashboards where tasks, timelines, and progress are visible to everyone involved.
Regularly update project statuses and maintain open communication using these tools.

Collaboration tools help streamline processes, making collaboration more efficient, and naturally transitioning into segmenting your customers for a more personalized approach. Velaris has multiple in-built collaboration capabilities like automatic email campaigns to simplify communication, CSAT and NPS surveys for data collection, a Customer Portal widget that gives your customers easy access to a shared dashboard, and more.

13. Segment customers for tailored collaboration

Not all customers are the same, so segmenting them allows you to collaborate in a way that suits their specific needs and industry context. Tailored approaches lead to better engagement and outcomes.

How to segment customers for tailored collaboration:

Use CRM tools to divide your customer base into segments based on factors like size, industry, and needs.
Develop different engagement strategies for each segment – whether it’s dedicated support, specialized content, or unique training programs.
Regularly revisit and refine your segments as your customer base evolves.

Segmenting lays the foundation for celebrating your wins together, acknowledging the unique value each customer brings to your business. While this might sound difficult to scale, using an automation builder that allows customization would make it easier to cater to each customer’s unique needs.

14. Celebrate wins together

Celebrating milestones, big or small, can be a powerful way to reinforce the partnership you’ve built with your customers. Acknowledging achievements creates a positive and collaborative atmosphere.

How to celebrate wins together:

Recognize customer milestones with personalized thank-you notes, certificates, or small gifts.
Share major wins in newsletters or social media, celebrating mutual success.
Host special events or webinars to highlight achievements and share insights on how they were reached.

Celebrating together is a final way to wrap up your collaboration efforts, leaving the customer feeling valued and appreciated, with the support they need to continue the partnership long-term.

15. Provide dedicated resources or account managers

Finally, ensure that your customers always have a point of contact they can rely on. Providing dedicated resources or account managers makes it easy for customers to reach out whenever they need assistance, creating a consistent experience.

How to provide dedicated resources:

Assign a specific point of contact who can understand the customer’s unique needs.
Train your team to be proactive, anticipating customer needs before they become problems.
Make sure customers know exactly who to reach out to for specific issues, maintaining a seamless and efficient communication flow.

Ending your Customer Success strategies with a dedicated resource provides reassurance to your customers that they have consistent support moving forward, cementing the collaborative relationship you've worked to build.

Now that you have a set of strategies to work with, let’s go over some of the common challenges you might encounter when it comes to collaborating with your customers.

Common challenges with customer collaboration

Here are a few obstacles you might encounter and the solutions to overcoming them:

1. Misalignment of goals

In Customer Success, alignment is crucial. When you and your customer are not on the same page, it can lead to frustration and missed opportunities. Misalignment often happens when the focus shifts – perhaps you're prioritizing product usage, but your customer is focused on reaching a business outcome. This can create confusion and misunderstandings.

How to address misalignment of goals:

Begin by having an in-depth discussion with your customer during the onboarding process. Make sure you clearly understand their business objectives, not just their needs within your product.
Create a shared roadmap that outlines what success looks like for both parties. This helps to keep the focus on outcomes that benefit everyone.
Use your regular check-ins to review these goals and make adjustments if priorities change. Open communication can prevent surprises down the line.

Aligning your goals early and revisiting them regularly makes it easier to overcome the next common challenge – getting customers engaged and involved.

2. Lack of customer engagement

Even if your goals are aligned, customer engagement can be inconsistent. Some customers prefer a hands-off approach, while others might be too busy to actively participate. This lack of engagement can make it difficult to build a strong, collaborative relationship.

How to encourage customer engagement:

Personalize your outreach to highlight benefits that are directly relevant to the customer. Tailor your communications so they resonate with their business context.
Demonstrate the value of your interactions by sharing actionable insights based on their data, rather than just a general update.
Automate reminders for check-ins and make sure to follow up when necessary. But remember to keep your outreach respectful of their time and preferences.

By finding a communication style that suits your customers, you can tackle another significant barrier to collaboration: using the right communication channels.

3. Ineffective communication channels

Effective communication is the backbone of any successful relationship. Using the wrong channels can slow down progress, causing delays and misunderstandings. Some customers might prefer quick emails, while others prefer in-depth discussions over calls or virtual meetings.

How to use the right communication channels:

Early in the relationship, ask your customers how they prefer to communicate. Keep track of this preference and adjust as needed.
If your customer’s preference changes, be flexible and adapt your communication style. Regularly check in to ensure the channels you’re using are still effective for them.
Make sure your communication is clear and concise regardless of the channel. Avoid jargon and focus on what matters most to the customer.

Choosing the right communication channels can improve engagement, which makes it easier to handle another key aspect of collaboration – managing feedback effectively.

4. Handling customer feedback effectively

Gathering feedback is essential, but the way you manage that feedback can make or break the relationship. If feedback isn’t handled well, it can lead to dissatisfaction and distrust. Customers want to know that their voice is heard and valued.

How to handle customer feedback effectively:

Create a formal process for gathering and addressing feedback. Use surveys, suggestion boxes, and regular check-ins to understand customer needs.
Prioritize the feedback you receive and make sure to act on the most impactful items. Even if you can’t implement every suggestion, be transparent about why certain changes may not be feasible.
Always close the feedback loop by sharing how their input influenced changes or decisions. A simple follow-up email explaining the impact of their feedback goes a long way.

By handling feedback effectively, you can build stronger relationships, minimizing the risk of inconsistent follow-through – the next challenge many CSMs face.

5. Inconsistent follow-through

Maintaining trust requires consistent follow-through. When you promise to follow up and then don’t, it can erode the customer’s trust. With a busy schedule, it’s easy for things to slip through the cracks if there’s no system in place.

How to ensure consistent follow-through:

Use task management tools or CRM software to set reminders for yourself. Record every commitment you make during a call or meeting, and set a deadline for when you’ll follow up.
Share these notes with your customer in a follow-up email to keep yourself accountable. This way, both you and the customer have a record of what’s been agreed upon.
Prioritize your follow-ups based on importance, focusing first on high-impact tasks that matter most to your customers.

When follow-through is consistent, it’s easier to manage unexpected disruptions, like when your primary point of contact within the customer’s organization changes.

6. Turnover within the client's team

Customer Success often involves building personal relationships with key stakeholders. When someone leaves or transitions to a different role, it can disrupt the dynamic and require starting from scratch.

How to handle customer turnover effectively:

Keep detailed records of your interactions with the customer, including goals, challenges, and decisions. This documentation makes it easier to bring new stakeholders up to speed.
Be proactive when you hear about a transition. Reach out to the new contact, introduce yourself, and offer to provide a briefing on where things currently stand.
Make it clear that you’re there to help them succeed, not just to keep the previous goals on track. Take the time to understand their priorities and adjust your strategy accordingly.

Handling transitions smoothly helps maintain continuity, even when customers experience changes on their end, but lack of visibility can still hinder collaboration.

7. Limited visibility into customer usage

Without clear visibility into how customers are using your product, it’s challenging to have impactful conversations. You need insights to guide the discussion and to offer targeted recommendations that are relevant to them.

How to gain better visibility into customer usage:

Use tools and analytics to track product usage patterns. This data should be easily accessible, so you can share insights in your check-ins or QBRs.
Regularly review the data before meetings to identify trends or potential areas for improvement. Use this information to prepare questions or suggestions tailored to their situation.
Share these insights with customers in a way that’s easy to digest, focusing on what they can take action on, rather than overwhelming them with raw data.

Having better visibility allows for more targeted discussions, but some customers may still resist changes – even when the data clearly points to a better way.

8. Balancing proactive and reactive support

Finding the right balance between proactive outreach and reactive support is tricky. You want to be ahead of issues, but too much outreach can be overwhelming. Conversely, if you’re too reactive, you might miss opportunities to drive value.

How to balance proactive and reactive support:

Prioritize proactive support based on customer segmentation. High-touch customers may appreciate more frequent check-ins, while low-touch customers may only need occasional updates.
Use data to inform your outreach. Focus on proactive communication when the data indicates a potential issue or opportunity, but keep it light and relevant.
Encourage your customers to reach out when they have questions or concerns, reinforcing that reactive support is also valuable.

Balancing your support approach allows you to navigate the complexities of engaging with multiple stakeholders effectively.

9. Keeping track of multiple stakeholders

In a B2B setting, you often have to engage with multiple stakeholders who each have different priorities and concerns. It can be challenging to keep everyone in the loop while addressing each person’s specific needs.

How to manage multiple stakeholders effectively:

Create a stakeholder map that details each person's role, influence, and priorities within the customer's organization. This will help you tailor your communication to each person.
Send regular updates to all relevant stakeholders, even if they aren’t directly involved in day-to-day interactions. This keeps them aware of what’s happening without overwhelming them with details.
Schedule meetings that bring all stakeholders together periodically, allowing everyone to voice their perspectives and ensuring alignment.

Navigating multiple stakeholders smoothly helps prevent conflicts. If you want to explore the process of balancing multiple stakeholders smoothly on a deeper level, check out our blog about multithreading.

Overcoming these challenges requires a combination of empathy, clear communication, and a structured approach. This can be made easier with the use of Customer Success software that streamline collaboration processes.

With thoughtful strategies and the right tools in place, you can transform these challenges into opportunities to strengthen trust, enhance engagement, and ultimately deliver mutual success.

Conclusion

Effective collaboration is at the heart of successful Customer Success Management. While challenges like communication breakdowns, misaligned goals, and stakeholder changes can make collaboration complex, having a structured approach can turn these obstacles into opportunities.

By focusing on clear communication, consistent follow-up, personalized engagement, and leveraging the right tools, you can foster deeper, more meaningful connections with your customers.

With the right strategies in place, you can strengthen trust, maintain engagement, and drive mutual success – making collaboration a powerful asset for your organization.

Integrating tools like Velaris into your workflows can make collaboration easier to personalize, automate, and scale. If you’re interested in learning more about the platform, book a demo today, and our team would be happy to show you how it works.

Effective Collaboration Strategies for Customer Success Managers