Next Steps
A meeting is not successful unless it:
Advances the deal, Changes buyer behavior, and what?
Has a scheduled, owned next step
What deck can we use to "speak the executive's language" and engaging them early?
ROI & Project Alignment Deck / Business Case
What is the revenue goal for 2026?
$15.5M
How much pipeline are we trying to (going to) generate by April 1st?
$40M
What is Zee's famous (infamous) trivia team name? AND Who from the team has been on The Price is Right?
The Rottweilers / Erica
After introduction / discovery meeting(s) comes what?
Platform Demo
Who is best equipped to walk us through the customer's decision process?
Champion
How many events are we targeting to be at in 2026 and how much are we investing?
Over 120, investing $1.5M
What was the example Richard shared where getting onsite had a big impact? (And do more of this in 2026!)
Elementis
What key resource have we underutilized in pipeline generation so far? Hint: "Our success is their success"
Investors
Do we dive right into the tech eval after the demo or do something else? What else is there to do??
Something else - Pricing, ROI Case & Project Alignment
Katie talked about the idea of "name the _____" when it comes to productive tension
Risk
What is the revenue goal for partner-driven deals in 2026?
$2.1M
What was Katie's winning formula for 2026?
Urgency X Intentionality X Control = Win the Year
What question did Joseph Mann say we will not be saying in 2026?
"Does that make sense?"
When do we use the "mutual plan for success slide?"
All the time / every stage
Reminder: Don't need weeks initially / adjust the green completed steps
This is a new requirement in our sales process. Think of it as "glue"!
We believe the PLM total addressable market (TAM) could be ___X the size of R&D
10 (wow!!)
What are the three types of objections we're going to keep practicing to overcome?
Dismissive
Situational
Existing Solution
What role did Katie stress for the AE to be in lockstep with throughout the sales process to have success?
SE
Not a sales-specific question, but who do we have next steps with for a paid advisory in February? (Super exciting)
Gartner
What shouldn't we do while uncovering the decision process, according to Katie?
Be awkward
What's the top customer story Noel suggested everyone be able to tell?
Hint: R&D AND QC
Lubrizol
What are the two new cold call openers we are going to try?
Permission based - "This is a cold call, but a well researched one."
Heard the name - "It's Nico from Uncountable... heard the name tossed around?"
What role is Lisa focused on hiring imminently? (LFG)
PMM - Product Marketing
After the technical evaluation & readout but before formalizing partnership, what MUST we do?
Implementation & Change Management
What are the RevOPs & Enablement metrics to decrease in 2026?
Ramp time & Sales cycle length
Uncountable is...
The AI Platform for End-to-End Product Development
What is the new BDR standard?
The Standard is the Standard.
What equation on authority did Richard share with the SE team?
Authority = pattern recognition + judgment → “I’ve heard this before so I’m going to explain ABC, show you XYZ, and punt 123.”