"Customer Success is the department best-positioned to research and define who is the ideal customer, who is a bad-fit customer, and how to properly sell or avoid a non-ICP prospect. If Customer Success can capture these insights and share them with Sales and Marketing, these teams will be equipped to target and acquire accounts that not only buy but retain and expand consistently."
Example
At a field sales software company, Sales kept closing single-user customers who had no real sales team. CS solved it by enforcing a 5-user minimum, requiring sales to confirm 3 of 4 business outcomes were achievable, and requiring onboarding purchase. Retention went up without sacrificing new sales.