CS Org Design Calculator

The CSM headcount each segment needs, and what is missing today.

Segments

Sizing parameters, one segment per column
Parameter	Enterprise	Mid-Market	Tech-touch
ARR threshold	ARR threshold Enterprise, in euros	ARR threshold Mid-Market, in euros	ARR threshold Tech-touch: the rest of the book, fixed value
Accounts	Enterprise accounts	Mid-Market accounts	Tech-touch accounts
Average ARR	Average ARR per Enterprise account, in euros	Average ARR per Mid-Market account, in euros	Average ARR per Tech-touch account, in euros
Target load	Target load Enterprise, accounts per CSM	Target load Mid-Market, accounts per CSM	Target load Tech-touch, accounts per CSM
In post	CSMs in post on Enterprise	CSMs in post on Mid-Market	CSMs in post on Tech-touch

Threshold and ARR in euros, target load in accounts per CSM, headcount in FTE. Tech-touch takes the rest of the book. Use a point for decimals, e.g. 1.5.

Cost and threshold

Annual fully loaded cost of one CSM (€)

Accounts moved from Mid-Market to Tech-touch: 0

Moved accounts keep their original ARR. Entries stay in the browser and disappear when the tab is closed.

Accounts outside coverage

Annual budget, shortfalls by segment

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By segment

Load, capacity and sizing gap by segment
Segment	Accounts	Revenue share	CSMs needed	In post	FTE gap	Uncovered

Annual revenue outside coverage

Share of the book

What this calculation does not say

1. Everything rests on the target load entered, never checked against the load actually carried.

2. At equal revenue, two accounts can differ fivefold in management time.

3. Ramp-up is counted as zero: a newly hired CSM takes months to carry a full load.

4. Only CSM salary cost enters the budget. Management, tooling and shared functions carry most of the real cost of a tech-touch segment.