Solutions Engineering TeamOS [Template]

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SE Playbook

Stage 3: Evaluation

Sales Motion

A deal has been qualified, we have good engagement with them and there is line of sight to a deal.

SE Involvement

In stage 3 SEs can help work with prospects to validate that our solution will be able to help them solve their business challenges and create a positive impact in their organization. This can happen through several key activities listed below. It’s important to know that each opportunity presents choices on how customers can determine value.

Key SE Activities Definitions

Demo

SE leverages OOTB gallery, and on-the-fly modifies for customer ( approx. <10% customization to a template). Equal parts education, discovery, vision setting.

⭐ Gold Standard Example:

⁠

Custom Solution Walkthrough

Giving our prospects a true day in the life view of our solution

⭐ Gold Standard Example:

⁠

Technical POC

SE works with security/IT to validate requirements, sso, security, integrations and other administrative functionality, separate to the business use case.

⭐ Gold Standard Example:

⁠

Proof of Value (POV)

Structured engagement between Coda and Prospect that leverages the
Proof of Value Template (Internal Qualifier)⁠
and
Mutual Action Plan (Template)⁠
.

⭐ Gold Standard Example:

⁠

👉 Next up:
`Stage 4: Negotiate and Close Plan`⁠

⁠

Customer Terms

Customer Terms

⁠

Coda Evaluations (increasing difficulty and sales calories)

Demo - SE leverages OOTB gallery, and on-the-fly modifies for customer (~<10% customization to a template). Equal parts education, discovery, vision setting.

Custom Demo - SE leverages deep discovery, completes a validated write-up of understanding and buy-in from champion prior to building, presents custom demo back to audience (~>10% customization to a template)

F/U: define criteria for custom demo

Technical POC - SE works with security/IT to validate requirements, sso, security, integrations and other functionality

Timeframe - Typically 30 days

Mutual Plan & Success Criteria (think Smock doc)

note from Casey: Coda is giving success plan (resources, track use cases, etc) to every customer (both paying accounts and new users)

Free

Proof of Value (POV) - Structured engagement between Coda and Prospect.

Timeframe - TBD

POV Eval Agreement: Identify business outcomes, technical use cases, success criteria, role definition and a mutual action plan with tasks/dates/next steps

Question: Is this presale or post sale?

Do we build and then not share the doc until after the deal closes?

Hands-on Workshop - A structured workshop intended to teach our prospects the fundamentals of Coda (slimmed down version of Boot Camp)

Phase 1 roll-out or Pilot (Post-Sales Motion)

Paid: Led by CSM/SA with SE helping scope/transition

Timed - 3-12 month deal structure

Identify business outcomes, technical use cases, success criteria, role definition, a mutual action plan with tasks/dates/next steps, training and enablement

Sales Motion

SE Involvement

Key SE Activities Definitions

👉 Next up: Stage 4: Negotiate and Close Plan

Customer Terms

Coda Evaluations (increasing difficulty and sales calories)

Gallery

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Stage 3: Evaluation

Sales Motion

SE Involvement

Key SE Activities Definitions

👉 Next up: Stage 4: Negotiate and Close Plan⁠

Coda Evaluations (increasing difficulty and sales calories)

👉 Next up:
`Stage 4: Negotiate and Close Plan`⁠