Chess vs Checkers
Customer consistently adds 1 license at time. You've had conversations around capturing future growth but their business is hard to predict.
What is Checkers
You reviewed pricing with your customer champion, and the CFO who signs the quotes. They committed to sign the deal by EOB Friday if we can secure semi annual billing. What stage is this?
What is Stage 5 - Negotiating $$ & Mutual Plan
You have a customer who uses Sales Cloud for opportunity management. They are building out a BDR team, and want to make sure they have the right tools in place. What internal stakeholders should be involved?
What is Core SE
This involves creating your account plan, researching white space, org-charting, and creating your engagement plan
What is Account Buildout/ Building your POV
Customer has unused product on the shelf that they are unhappy about and would like to use those dollars towards another product
What is a Swap
Customer is interested in completely re-evaluating their current CRM landscape. Uses Hubspot for marketing automation but is open to reconsidering.
What is Chess
BDR scheduled an intro and discovery call with a customer who expressed interest in a support tool, based on a marketing email they received. What stage is this?
What is Stage 1 - Identifying an Opportunity
A prospect account is evaluating Sales Cloud and Pardot for sales, marketing, and account management. What external stakeholders should be involved?
What is CRO, CMO, IT, and business user/champion.
Bonus points: Implementation partner
The process of wire-framing or showing a rough prototype to a champion prior to the final read out.
Customer's renewal is more than a year away. We are selling a large Service Cloud add-on, along with communities, and Shield. Rather than providing a discount on just the add-ons we present the customer with an option to upgrade all licenses and right-size their Sales Cloud licenses to the same price making the overall deal much more appealing.
What is an early renewal/ contract re-write
Customer asks for additional licenses but has an upcoming renewal in the next 60 days. Uses case object but does not currently own Service Cloud.
What is Chess
As part of a recent business process review, your customer mentioned the desire to share some Salesforce data to a network of their partners in a secure, authenticated environment. You create an opportunity for Experience Cloud. What stage is this?
What is Stage 2 - Determining Problem, Impact, Ideal
You have scheduled a business process review with a strategic, big bet account. Today their footprint includes sales cloud and service cloud, but you have identified several additional opportunities, including CPQ, HVS, and Experience Cloud. What internal stakeholders should be involved?
What is your Core SE, RevCloud AE, and Service Cloud AE.
A necessary call to make sure you are in alignment with key stakeholders and present the Salesforce evaluation plan
Customer has zero budget for this year but should have new funds released in the new fiscal year. They have a current contract in place and are interested in making a large purchase with Salesforce and are sold on the value and would ideally like to start implementing today if we can make the dollars make sense.
CEO is interested in a new quoting tool is ready to demo and make decision in month.
What is Checkers
In preparation for a product demo, you loop in your SE and Service Cloud AE for a technical discovery with your customer. You review current process and future state. You collect technical and business requirements to make sure the demo resonates. You still need to validate benefits with the executive team. What stage is this?
What is Stage 3 - Validating Benefits & Value
During a conversation with your sales cloud customer, they mentioned some marketing initiatives that are coming down from their new CMO. Your champion mentions email campaigns specifically, but you notice they have a strong social media presence, and you know they have a mobile app. You schedule a discovery call to learn more. What internal stakeholders should be involved?
What is Core SE, MC AE, Pardot AE.
Bonus points: Platform AE
Throughout discovery as we learn about the customers process we are also gathering information around revenue and time levers that can be used to create this.
What is a Business Case/ ROI
Customer's renewal is 3 months away. They are very interested in trialing HVS. Rather than positioning a courtesy license we position it as a short term paid trial.
What is an add on/ co-termed agreement
Customer has organic license needs in the short term but has potential for a larger multi-cloud deal. Customer is unwilling to introduce key executives or commit time to the large evaluation.
What is Checkers
Your SE delivers a custom demo for the customer stakeholders - which includes your champion, the department lead, IT, and the executive decision maker. You validate that the content resonates with the customer, and addresses the challenges they've shared. What stage is this?
What is Stage 4 - Confirming Value with Power
You have a tech customer who is using a combination of the quote object, excel docs, and Conga to build quotes. You position CPQ as a way to streamline quoting and scale their revenue ops organization. What external stakeholders should be involved?
CRO, CFO, IT.
This is a document co-created with the customer that outlines completed steps of the evaluation and the steps still needed in order to make a decision by an agreed upon date
What is a Mutual Plan
Customer is looking to purchase CPQ. During negotiations they are asking for more discounts. Rather than giving in to the customers ask we offer to provide them a full copy sandbox free of charge for the duration of their implementation (3 months). Positioning us for a potential full copy sandbox deal in the future and protecting ACV on the deal.
What is a courtesy