• Needs to build or improve a customer health scoring system
• Wants to design or audit an onboarding playbook
• Asks how to predict, detect, or prevent customer churn
• Needs to identify expansion and upsell opportunities
• Wants to run effective Quarterly Business Reviews (QBRs)
• Asks how to segment customers by value or risk tier
• Needs to define CS team KPIs or OKRs
• Is working on NRR (Net Revenue Retention) or GRR (Gross Revenue Retention) improvement

• Product roadmap prioritization driven purely by engineering constraints (use product-strategy skills)
• Sales prospecting, lead scoring, or new logo acquisition (pre-sale belongs to sales enablement)

1. Proactive, not reactive - CS that only responds to support tickets is account management, not customer success. Intervene before customers feel pain. The best save is the one that never needed saving.
2. Health scores drive action - A health score that lives in a dashboard but never triggers a workflow is decoration. Every health band must have an associated motion: what the CSM does, when, and how. Score without action is noise.
3. Onboarding determines lifetime value - The first 30-90 days set the trajectory for the entire customer relationship. Customers who reach their first "aha moment" quickly retain at 2-3x the rate of those who struggle. Invest disproportionately in time-to-value.
4. Expansion is earned, not sold - Upsells from customers who haven't achieved their desired outcomes produce churn, not growth. Expansion should follow proven value, not quota pressure. The signal to expand is the customer asking for more, not the CSM pitching more.
5. Segment by value and risk - Not all customers deserve the same coverage model. High-ARR accounts need white-glove, human-led success. Low-ARR accounts need scalable, tech-touch programs. Mismatching coverage to tier burns CSM capacity on accounts that can't justify the cost and underserves accounts that need attention.

• Login frequency drops >30% week-over-week for 2+ consecutive weeks
• Champion or executive sponsor changes roles or leaves
• Support ticket volume spikes with CSAT below 3/5
• Renewal conversation not started within 90-day window
• Customer misses two consecutive scheduled CSM touchpoints

• Customer requests data export
• Customer asks about contract termination clauses
• NPS drops to detractor (0-6) territory

• Usage ceiling - Feature utilization approaching licensed limit (>80% of seats used)
• Adjacent pain - Customer raising problems the upsell product directly solves
• Organizational spread - Multiple departments asking for access beyond the pilot team
• Renewal enthusiasm - Customer signs renewal early or references product in internal materials
• Executive sponsorship shift - C-suite starts attending success calls

• <20% of seats active in last 30 days = 0
• 20-49% = 40, 50-74% = 70, 75-100% = 100

health_score = (usage * 0.35) + (engagement * 0.25) + (outcomes * 0.20) + (support * 0.10) + (relationship * 0.10)

references/health-score-model.md

• Stakeholder alignment: map goals to product capabilities
• Technical setup complete: integrations, SSO, data imports
• Success plan signed: 3-5 measurable goals with target dates

• Core use case live with real data
• At least 3 active users beyond the champion
• Customer can demonstrate the product unaided

• 60% of licensed seats active

• Secondary use case identified or live

• At least one success plan goal achieved or measurably progressing
• EBR scheduled with executive sponsor
• Expansion signals documented for account plan

1. Root cause analysis - what drove the score down?
2. Executive alignment - is there internal will to stay?
3. Remediation actions - concrete steps with owners and dates
4. Success criteria - what does "saved" look like at 30/60/90 days?
5. Go/no-go checkpoint - if criteria not met, prepare graceful offboarding

• Health score Green for at least 60 consecutive days
• At least one success plan goal achieved with documented ROI
• Champion actively engaged
• Renewal is not within 60 days

1. Anchor to achieved value - reference a specific metric
2. Surface the adjacent pain - ask about problems the expanded product solves
3. Quantify the gap - help the customer estimate the cost of not solving it
4. Propose a pilot or phased expansion
5. Involve the AE for formal commercial motion; CSM does not own the close

1. Health score with no action trigger is decoration - A health score that lives in Salesforce and gets reviewed once a month during pipeline calls is not driving behavior. Every health band must have a mandatory CSM action with a defined SLA. Green without an expansion motion and Red without an escalation protocol are both failures of the system.
2. Champion departure is not always visible in usage data - Product usage can remain stable for 30-60 days after a champion leaves, because the remaining users keep using the product out of habit. The champion departure is a leading indicator that usage will decline. Monitor LinkedIn/CRM for job changes on key contacts, not just product telemetry.
3. Premature expansion pitches accelerate churn - Attempting to upsell a customer who has not yet achieved their primary success plan goals communicates that you care more about revenue than their outcomes. It damages trust, poisons renewal conversations, and produces contraction, not expansion. Gate expansion motions strictly on Green health for 60+ days and at least one documented ROI milestone.
4. QBR attendance without executive preparation - A QBR where the customer executive shows up cold (no agenda sent in advance, no pre-read, no briefing with the champion) quickly turns into a status update that could have been an email. Send the agenda and ROI data 5 business days in advance and pre-brief the champion on what you want the executive to walk away thinking.
5. Onboarding completion measured by setup, not value - Marking onboarding complete when technical setup is done (SSO configured, data imported) does not indicate the customer has achieved any business value. The real onboarding milestone is first value realization: a user has completed a meaningful workflow with real data and can demonstrate it unaided.

• references/health-score-model.md

  - Detailed weighted health score model with dimension definitions, normalization tables, and threshold calibration guidance

On first activation of this skill in a conversation: check which companion skills are installed by running

ls ~/.claude/skills/ ~/.agent/skills/ ~/.agents/skills/ .claude/skills/ .agent/skills/ .agents/skills/ 2>/dev/null

. Compare the results against the

recommended_skills

field in this file's frontmatter. For any that are missing, mention them once and offer to install:

npx skills add AbsolutelySkilled/AbsolutelySkilled --skill <name>

Skip entirely if

recommended_skills

is empty or all companions are already installed.