Delivery/Revenue Knowledge Base

Kickoff Calls

Kickoff Calls
- Once a win is sent through (both new business and renewals) - the CSM who owns the account should reach out to the relevant team to receive a kickoff doc.
  - Review Subscription, PeerPapers - Rivka Alexander
  - Leads, SC, Intent Data - Raisa Chowdhury
  - Events - Alona
- Prep for the kickoff meeting:
  - Sync with the AM/Hunter who brought in the win. Ensure you understand the programs that were bought.
  - Reach out to the customer to set up a kickoff meeting

Before the meeting, ensure that SF matches the kickoff doc.
Ensure you have the “Elevator Pitch” of PS ready with the customer specific products (for example, show how people land on our site when comparing the customer and their competitor via a Google search)
I would also take this opportunity to connect with the POCs via LinkedIn

During every kickoff call
- Intros
  - Make sure to understand each person’s role, what they are responsible for.
  - If you can, see what their personal goals and KPIs are. We want to make our POCs look like rockstars and show ROI to ensure renewals.
- Always make sure to set up a biweekly at the end of a kickoff call.
  - Pro tip - make the meeting in the customer’s time zone

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