Deal Support Requests
What is the fastest way to get last-minute support for an opportunity, order form, or contract?
What is "Log A DSR"?
If you engage a partner with you in a sales or implementation motion, they should be listed on the opportunity in this field"?
What is "Services Partner"?
This is date and time certain by which a customer must have either results from a solution, or the solution up and running, and the reason why.
What is "Compelling Event"?
This is the date an opportunity is officially recognized into the LogicGate pipeline.
What is "SAO Date"
This person will determine the best technical software fit.
What is "Technical Decision Maker"?
This DSR type is used to seek out an ideal candidate customer to speak to your client in a pre-sales capacity.
What is "Customer Reference Request"?
An opportunity with over $40,000 in ARR requires what?
What is an "Executive Sponsor"?
This field is used to describe how your professional network (and those of LogicGate employees) has overlap with key contacts at the prospect.
What is "Connect The Dots"?
On this date, LogicGate will begin to recognize revenue from a New Business Contract.
What is "Contract Start Date"?
You can probably identify this person by asking "“Who has approved projects of a similar size in the past?”
What is "Economic Decision Maker"?
What is "Due Diligence & Security Assessment Review"?
What is "Stage 04 - Confirming Value With Decision Maker"?
This field describes how a prospect will they compare options, what will their scoring methodology will be, and what will they value in a solution.
What is "Decision Criteria"?
This is the date when commission is earned by the Account Executive
What is "Invoice Payment Date"?
This person is leading the evaluation, is willing and able to provide insights/coaching to us.
What is "Champion"?
What is "Custom Asset Request"?
What is a "DSR?"
This field is designed to counter "happy ears", is very dangerous if left blank, and forces the selling team to think about reasons why we may lose the deal.
What is "Red Flags"?
On this date, a deal is officially booked as unearned / deferred revenue
What is the "Close Date"?
This LogicGate Employee is crucial to get involved, especially in calls or meetings with the Economic Decision Maker?
What is "Executive Sponsor"?
What is the best way to communicate with BizOps about your DSR?
These documents much be attached before submitting an opportunity to 07 - Closed Won.
What is "All parts of the agreement, fully executed, including Order Form, Contract and any other related documents such as DPA, BAA, etc."
This field is used to understand the more nuanced reasons why specific people want to invest in new technology. It can be used effectively when deals stall or dead-lost, especially if the loss is to "status quo / no decision".
What is "Personal Drivers"?
This date is the most recent date when the AE, CS and possibly the client get together to discuss the health of the account.
What is "Last QBR" Date?
This person will have a formal or informal voice in the evaluation cycle.
What is "Other Influencer"?