// RevOps
Book of Business
The specific set of accounts a CSM or AE owns for retention and expansion.
In depth
A CSM's book is measured by ARR under management, logo count and NRR. Book size tuning (typically $1–5M ARR for mid-market CSMs) is the primary lever on CSM productivity.
Related terms
CSM
Customer Success Manager, post-sale owner of adoption, retention and (often) expansion.
NRR
Net Revenue Retention, % of recurring revenue retained from existing customers over 12 months, including expansion, minus churn and contraction.
Territory
The defined slice of the market (geography, industry, size, named accounts) a rep is responsible for.