Sales Stages
Unqualified pipeline. Can be created by CSM, BDR or AE.
What is Pre-pipeline?
Google search, LinkedIn, Publications, Conference, websites, NIH website are great ways to find info for this prospecting tactic.
What is Show Me You Know Me?
This solution helps researchers create, route, and submit grant proposals, streamlining the pre-award process.
What is Proposals?
Although this competitor emphasizes configurability and has a large base among R1 institutions, it's often criticized for high implementation costs and complex upgrades.
Who is Huron?
Exit Criteria for this stage is:
-Introduced to procurement POC
-Contracts (MSA, OF) sent for review
What is Decision/Negotiation?
Win Theme Ingredients
What are customer specific priority, understanding of why and Cayuse evidence?
Facilitates critical internal workflows that are often tedious and cumbersome such as proposal and award routing for review and approval, and subaward tracking, management, and risk assessment. In addition, links to workflows in other applications including IRB, IACUC, IBC, and COI to ensure that the project complies with federal, state, funder, and organizational guidelines.
What is Sponsored Projects?
This company recently sent out a smear campaign against Cayuse.
Who is Streamlyne?
If an opportunity is over $70k a deal review is required before exiting this stage.
What is Evaluate/Validate?
Two weeks is the expectation I should set with a customer to set up this activity.
What is a sandbox?
Full transparency into the review process to reduce ambiguity and reduce unnecessary correspondence with administrators. Student researchers can track their submissions as well while ensuring their responsible PI, faculty member, or clinician has full access and oversight of the study. Smart forms guide researchers as they design their protocols, reducing the delay in gaining approvals. Are all benefits for this persona.
What is PI?
InfoEd Global’s research suite offers broad module coverage, but institutions frequently cite these two key drawbacks compared to Cayuse.
What are usability and outdated UI?
What are support and UX?
Which of these is not a stage activity during the Discovery phase?
-AE identifies pain & how that pain impacts stakeholders
-Identify metrics for success for project
-Identify EB/committee and basic timeline
-Understand project dependencies & timeline
-start to uncover buyer decision criteria
-identify competitive landscape/competitors
-Identify competing priorities (IT and research POV-based obstacles)
-Initial demo of the solution
What is initial demo of the solution?
Process decision defined by the company to reach the purchase decision.
What is Decision Process?
Ancillary review, single IRB, 21 CFR Part 11 compliance are all indicators a customer needs this solution.
What is iRIS?
While IRBNet is widely used by small institutions and IRBs, this limitation makes it less suitable for universities seeking end-to-end lifecycle management across all research compliance functions.
What is lack of integration with pre-award and post-award systems?
60 days is the average for this stage.
What is Decision/Negotiate?
Forecasting accuracy hinges on this “invisible” factor—where you must map the buyer’s internal procurement, legal, and technical steps even if they don’t proactively share them.
What is Paper Process?
Makes it easier for staff to provide high-quality animal support and reduces time spent on record-keeping through transparency and automation tools. The result is improved efficiency, organization, and adherence to regulations. Describes this Cayuse application.
What is Vet Care?
Institutions often switch to Cayuse from legacy platforms like InfoEd or Huron because it offers this measurable benefit: significantly shorter ________.
What is time to value (or implementation timeline)?