Solutions Engineering TeamOS [Template]
Share
Explore
Solutions Engineering TeamOS [Template]
SE Playbook

icon picker
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
0
⁠

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
Share
 
Want to print your doc?
This is not the way.
Try clicking the ⋯ next to your doc name or using a keyboard shortcut (
CtrlP
) instead.