Complexity Check
The four main complexity dimensions SEs should evaluate?
What are: Stakeholder, Technical, Industry, Strategic
What are the 3 components of “Access”?
What are: Discovery access, stakeholder access, path to decision maker
Low complexity $2–5k deal with clear next steps. What do you do?
What is pass to ASE?
What is a Tech Win (in one sentence)?
What is: Customer confirms confidence HubSpot can deliver outcomes?
$3k deal, no integrations, 1 stakeholder, rep wants a demo tomorrow. What do you do?
What is pass? Low complexity + demo request = classic trap
A deal has 6 integrations, ERP involvement, and security review. What level of complexity is this likely (low, medium, high)?
What is: High
If an SE cannot join discovery calls, is this considered high, medium, or low access?
What is low?
High complexity deal, but no access to stakeholders. What is the correct action?
What is escalate?
True or False: Every deal should run a Tech Win.
What is False?
$4k deal, moderate complexity (2 hubs, some integration), you can join discovery but no DM access yet. Rep says “we’ll bring them later.”
→ Work, Pass, or Escalate?
What is Escalate?
Name 2 examples of Stakeholder complexity.
What are: Buying committee, C-level involvement, conflicting priorities
You’ve only spoken to a champion. No access to decision maker yet. Is this sufficient access for a Tech Win process?
What is no? Follow up: what can you do to unblock access?
$6k deal, medium complexity, limited discovery access. What’s the default expectation?
What is Work (>$5k = attempt Tech Win) (we'll take Escalate here)
What are the three phases of a Tech Win process?
What are: Intake, Discovery & Requirements, Solutions Delivery?
$7k deal, high complexity (ERP + multiple teams), but rep won’t let you join discovery and just wants a demo. What’s your move?
What is Escalate? High complexity + no discovery access = dead Tech Win
A deal is $3k, single hub, 1 decision maker, no integrations. What complexity level is this?
What is low?
What does “path to power” actually mean in practice?
What is a clear plan to reach the economic buyer (not hope)?
When should an SE escalate vs continue trying to work the deal?
When access is blocked and cannot be unlocked
What is NOT a Tech Win? (give one example)
What are: feature demo & "demo tomorrow at the last minute"?
$4.5k deal
- Multi-threaded team
- Custom reporting + lifecycle complexity
- You have 1 discovery call scheduled
- No clear economic buyer yet
What do you do next and why?
What is Work + build path to access?
System says “Medium” complexity, but you see multiple C-level stakeholders and conflicting priorities. What should you do?
What is override system, manually update, document reasoning?
You have discovery access and technical buyers, but no economic buyer. What should you do?
What is Work to build path OR escalate if blocked?
A deal is complex but the rep refuses to give you access to discovery. What do you do?
What is Escalate (this is a behavior correction moment)?
What 2 conditions must be true to run a Tech Win effectively?
What are: Need for proof + access to run process?
$5k deal
Do you:
A) Run demo
B) Pass
C) Work + build path to access
D) Escalate immediately
What is C (Work + build path) → then escalate if blocked?