Exit Criteria
Exit criteria that indicates a stage move from "Security Procurement" to "Closed Won"
What is the Order Form / MSA is completed
The stage in which the discovery call is conducted
What is "Discovery" stage
Minimum company size to be qualified
What is 50 employees
The probability of a deal in "Discovery"
What is 15%
The Opportunity must be created before moving to this stage
What is "Discovery"
The stage in which the discovery call is scheduled
What is "Qualification" stage
Use Case
What is interest in Ent features or interest in learning more about Webflow Enterprise
When you use "rejected" as a close lost reason
What is when the Prospect doesn't meet the qualification criteria in "Discovery"
A security review must be kicked off before exiting this stage
What is "Solution Review / Scope"
The stage in which we first discuss the buyer's security review process
What is "Discovery" stage
3 months
What is a timeline for an SMB or MM size business
The probability of a deal in "Security Procurement"
What is 70%
When exiting this stage you must have a preliminary agreement around cost
What is "Quote"
The stage where we send the Order Form / DPA / MSA
What is "Security Procurement" stage
6 months
What is the timeline for enterprises to buy
These 2 parties can help provide technical validation in "Solution Review / Scope"
What is a SE and a Partner
The 2 things an AE must do as part of the handoff from "Qualification" to "Discovery"
What is accept the cal invite and respond to the BDR's email introduction
The stage in which we discuss potential Partner alignment
What is "Discovery"
The stage in which the Whistic link is sent
What is "Solution Review / Scope"