Revenue Organization Builder
Definition of Jobs to be Done
- New: Prospecting
- New: Qualifying
- New: Demonstrating – presenting; showcasing; includes technical expertise
- New: Solution Design – incl. requirements gathering; proposal development; RPF response
- New: PoC/PoV
- New: Negotiating & Closing
- Post: Implementation – aka Initial onboarding, esp. of admin and early users
- Post: Value Realization – usage; engagement; new user onboarding; training; EBRs; feedback; advocacy; problem management; gathering review, testimonials, & case studies
- Post: Technical Guidance – incl. customization & integration assistance
- Post: Expand Year 1
- Post: Expand Year 2+
- Post: Renew Year 1
- Post: Renew Year 2+
- Post: Technical support
Definition of Job Roles
- AE – new logo only
- AM – by definition no/limited non-commercial responsiblitities since otherwise AM/CSM
- AE/AM
- AM/CSM
- AE/AM/CSM
- CSM – can be dedicated or pooled
- TAM
- Overlay
- Product AE – AE dedicated to a product in multi-product company
- Sales Engineer – pre-sales only
- xDR
- Customer Support
- Implementation Specialist
- Renewal Specialist
- Self-service
Pending:
- Pods