Pathway to Gold
The 1st step on the Pathway to Gold
Engage Seatholders
You need to reach your prospect across x mediums
Name Them
4
Call
Text
Another term for PREV is
CV
When is the best time to seed plant and harvest the plant
Biweekly and QBR
PYH is meant to X and it stands for
Provide value and engagement to your current accounts + seed plant
Protect Your House
The 6th step on the Pathway to Gold
Build and Manage a High Quality Pipeline
The desired amount of touches in a prospecting campaign is
5
TBVA stands for
Trust Based Value Added
Three components needed to progress a deal, hint, they are acronyms
PACT
MAUP
IPW (requested)
GTAE is
Growth Through Account Expansion
The 7th step on the Pathway to Gold is
All conference prospects and marketing leads
BCI stands for
Blind Calendar Invite
GCC stands for
Growth Conversion Call
4 elements need to happen for a successful biweekly, they are...
Review Executive Summary
Provide Value
Schedule engagements
Seed plant
4MAT is X and its 4 components are
Framework for effective communication
What
Why
How
What If
The 5th steps in the Pathway to Gold is
Capture the Org and Sell Team Solutions
An organizations revenue is calculated by
Take employee count and multiply by 150K to 200K
IPW stands for X and POC stands for X
What is there purpose
Insights Portal Walkthrough
Proof of Concept
Show Gartner Portal - Resources at their disposal
POC - Test Drive the Car (Demo of analyst interaction)
A deal moves to B stage when
IPW is complete
Caps has been performed
SA has been sent
A Market Guide is
A definition of a technology in its current state and future outlook, as well as representative vendors.
The 3rd steps in the Pathway to Gold is
Seize High Leverage Situations
How many touches on average should we send a week?
QBR stands for X and it serves the purpose of X (4 items)
Quarterly Business Review
Gauge value provided
Make adjustment for future value
Account health check
Renewal criteria/Propose growth
4 elements needed for a qualified deal
PUNB
Power
Urgency
Need
Budget
A Hype Cycle is (4 specific elements)
Graphical representation of the maturity, relevancy, market penetration, and adoption rate of various technologies.