The task
The next stage required a repeatable process beyond founder-led selling.
- Discovery
- Salesforce stages
- Deal reviews
- Enterprise selling and partner program
The decisions
- Build discovery, stages and deal reviews into Salesforce.
- Develop a partner program alongside direct enterprise selling.
Putting it into practice
- Implemented discovery, stages and deal reviews in Salesforce.
- Worked enterprise opportunities through the new process.
- Developed the partner program.
What changed
Sales process and enterprise business
- A sales process the team could run without the founder in every deal.
- Closed enterprise business with 8x8 and Guidewire.
- A partner program in place.
What I take from this work
A founder can hand off selling once the stages and reviews are written down and used in every deal.