hard20 pts · first answer countscs-operationsincentive-design

CSMs paid only on expansion

Leadership proposes paying CSMs bonuses only on expansion revenue. What is the main risk, and what is a better design?

A.CSMs may neglect retention and push upsells on unhappy customers; balance incentives with GRR or renewal targets and adoption goalsB.There is no risk; expansion is all that mattersC.CSMs will work too hardD.It will make NRR fall above 100%

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CSMs paid only on expansion

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