Swetha S.
Fractional GTM Leader | Certified GTM Advisor | Turning fragmented GTM into predictable, forecastable growth for $25M+… · 2w ago
Is the Forward Deployed Engineer the next CSM? For most B2B companies, no. The exception is real, though, and it comes down to one question: how finished is your product for each customer? Two data points from Gainsight's 2025 CS Index: • Only 34% of CS teams list running the renewal process as a primary responsibility, down from 45% in 2023. Executives report more accountability for the number, but frontline ownership of the renewal motion is slipping. • Among teams that cut CS investment, 94% cut customer-facing headcount. Only 12% cut AI. I wrote up where the FDE theory holds, where it breaks, and what CS leaders should do about it. #CustomerSuccess #GTM #ForwardDeployedEngineer #AIinCustomerSuccess #CSLeaders