Who's Who
Which team is responsible for writing proposals?
Craft Proposals (Stacy O'Hara's team)
Which team provides information for competitive positioning?
Product Marketing (Lindsey Meehan's team)
What is the one email to send all Proposal requests to?
proposals@uplight.com
How do you submit a pricing request?
Asana ticket*
*Plan for 3 - 5 day turnaround
In which Uplight system can I find the source-of-truth GTM materials maintained by PMM?
Intranet --> Solution Assets
Which team provides the implementation timeline for non-Flex deals?
Implementation PMO (Tarla Moede's team)
* Flex deals: Paul Schinke's team
Which team provides scope and price estimates for non-standard work?
Professional Services (Michelle Draghi's team)
Where can you find the one "source of truth" process documentation for the Lead to Book (sales) process?
Bookmarked in #sales-guild Slack channel
What are the 3 approval functions for a deal prior to submission?
(1) Delivery/Implementation
(2) Product
(3) Finance
I need specific competitive intel for going head-to-head with a vendor. Which GTM Resources do I look for?
Competitive Intelligence Library (FKA Battlecard)
Name 3 teams that generate leads
Market Development (Neil Veilleux's team)
Sales Development (Matt Rilling Smith's team)
Demand Generation (Sara Saavedra; new Director joining soon!)
Which team is responsible for requesting Professional Services estimates?
Solutions (Sadia Raveendran's team)
What are the criteria to Qualify a deal?
3/4 BANT confirmed:
Budget
Authority
Need
Timing
What are the 3 key inputs to pricing?
(1) SKU Walk
(2) Non-standard estimates (PS, Partners)
(3) Forecast
I have an upcoming prospecting call. Where do I look for the latest and greatest slideware?
Slide Library (FKA Pitch Deck)
Which team is responsible for technical SOW writing and approvals?
Solutions (Sadia Raveendran's team)
Which team reviews all inbound leads to prioritize and assign next actions?
Sales Development (Matt Rilling Smith's team)
What is the trigger for when Planning Initiation is required?
At verbal award
What 3 things should we optimize for in pricing?
(1) Customer budget
(2) Competitive landscape
(3) Internal margins
Where do I look to understand who the buyer is for a particular solution?
Segmentation & Buyer Personas Library
Which team creates the consolidated forecast?
Insights (Emily Beliveau's team)*
*transition plan in Q3 for Flex-related forecasts
Which team is responsible for determining the customer budget/ willingness to pay?
Sales Directors
When does a Lead become a Prospect?
Handoff from Sales Development to Sales Director complete
What is another strategic pricing lever aside from discounts?
Pay for Performance,
Revenue Share, or
Diverse spend
Where can I find the latest and greatest stats that communicate the value of our solutions?
Value Metrics / Proof Points