Sales Pre-Program Checklist

Filters

• Defining Filters:

• The following filters need to be defined and listed in the contract:
  Geo, company size, categories, job titles, industries, ABM/suppression list

• Consultancies:

• Confirm with the customer if they want to receive consulting firms/not.

  • Main consulting firms list: Accenture, Bain & Company, Booz Allen Hamilton, Boston Consulting Group, Capgemini, Capita, Cognizant, Deloitte, Ernst & Young, KPMG, LEK, McKinsey, PricewaterhouseCoopers, PWC.

• ABM/suppression list:

  • If the program is being sold with a suppression or ABM list, The contact should mention this.

  • The suppression/ABM list needs to be attached to the opp.

  • Ensure the POC provides a list of domains and NOT company names.

• Job Titles List:

  • Must be requested from the customer before the program is sold.

  • Must be a part of the signed contract.

  • Must be uploaded to the opportunity in Salesforce.

• Client’s Capabilities: 

  • When requesting estimates, please acknowledge and properly communicate to the delivery team what the customer's ability is to handle amounts of leads (we can't give 1000's leads to a 20-person company, and we can't give 20 leads to a 10,000-person company) - this will ensure the delivery team is giving you the best estimate possible.

Estimates

• Estimate Process:

• For standard/smarter leads:

  • Ensure that there is a buyer’s guide available for the category/categories you would like to sell in. Available Buyer’s Guides can be found here

  • Calculate the monthly estimate using the same categories and filters that will be sold and mentioned in the contract.

  • If a suppression/ABM list is required for the campaign, Request an estimate from a delivery manager. If the specific delivery manager hasn’t been determined yet, send the request to the following Trello Board.

  • A program cannot be sold without all filters that the customer has requested. If there is a situation where you need to make a sale without filters you will need written approval from both your manager and the head of delivery.

• For intent leads:

  • Ensure that there is a buyer’s guide available for the category/categories you would like to sell in. Available Buyer’s Guides can be found here

  • Create a request on this Trello board using the categories and filters offered to the customer. Attach the following to Trello: Suppression/ABM list, TAL, or a Job Title list.

  • Every program needs to have an estimate. Calculations should not be done based on previous program lead volume.

Checklist Before Creating Contract:

• Are all the filters defined by the customer (Geo, company size, categories, job titles, industries, ABM/suppression list)?

• Was an accurate estimate (either from the estimator tool or delivery) done?

• Have the filters been confirmed with the vendor?

• Are the goals of the program established with the customer? 

• Have pacing expectations been set with the customer?

Integrations

• New Business - The sales manager will assign the account to a Hybrid or CS person before the Customer Win, allowing them to start working with the client as soon as the SOW is signed. The goal is to set up the integration as soon as possible with enough time to test and avoid issues such as late delivery. The CSM will send the customer this pre- KOC doc which contains instructions on the different types of integrations we have to offer.

• Existing Business - Begin setting up campaigns or integrations for renewals where necessary. Wait for the signed SOW before starting to engage with the customer. Send the customer this pre- KOC doc which contains instructions on the different types of integrations we have to offer should they want to change/update their existing integration with us.

Make sure to let the customers know that integrations can take time to set up which can potentially delay the activation of the program. Recommend (strongly) that they begin to set their integration up already.

Setting the Opportunity to Close-Won

Start/End Dates

• The dates in the opp product need to match the contract dates.

• Sales need to make a note in the opp for Delivery to see why the start date does not make sense (e.g. the contract took too long to sign therefore we are 2 months behind, please request a new end date).

Attaching Relevant Docs

• Any suppression/ABM/job title lists must be attached to the opportunity ( in the files section).

Including Relevant Info

• Make sure to include notes on the program goals (how they are measuring success) and any background information on the POC/POC’s team that would be helpful to know for the delivery of the program.

Notes for Delivery

• This field is in every opportunity. Make sure to add any important notes that relate to the delivery team. The field syncs with the cases, and the delivery managers know to check this field for any important additional info.

Post-Contract- CS Team

• Kick-off call documentation:

1. Request the KOC from the delivery manager with a KOC date.

2. Fill in the goals and date.  (the date should be when the KOC is planned for).

• Delivery Manager Additional Notes/Questions/Clarifications:
  Before the program is activated, the delivery manager may email questions regarding its setup. Respond to their questions promptly and in as much detail as possible. If necessary, reach out to the customer’s POC and follow up with them until you have answers.

1. Make sure to include notes on the program goals (how they are measuring success) and any background information on the POC/POC’s team that would be helpful to know for the delivery of the program. Ex. POC's job title and level, SDR teams' location, etc.

2. Provide information to justify/explain the set filters. It will help with brainstorming if filters need to be adjusted.

Data-Enrichment

• Ask if the customer is enriching their data, and if yes- how. This info is important for the delivery team to know.