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