Paperwork? Contracts? Due Diligence? Implementation?
Specifically looking for feedback in SaaS community.
Thanks!
salesVP80
What is your involvement post close?
6
Nothing until I find another angle to sell more. We have CSMs that handle post sales stuff until another sales opportunity comes up
This. Don’t do stuff that won’t make you more money. If you can see upsell or cross sell potential. Stay close! If not move on and keep a good relationship with the buyer in the event that they move and you can sell them again.
I think it's important to make a smooth transition to the CSM team and then greatly limit your involvement. More time selling, less time with customer service
We handle everything including contract negotiation up until signing. Then we hand off internally and join the first few meetings between our team and the new customers team.
We often stay involved to discuss expansions within the first year (after that it isn't credited to the seller). Some take a more active approach to this than others by having continued plans to push for an expansion after going live, other's rather focus fully on new leads and things in the pipeline.
We often stay involved to discuss expansions within the first year (after that it isn't credited to the seller). Some take a more active approach to this than others by having continued plans to push for an expansion after going live, other's rather focus fully on new leads and things in the pipeline.
Oh man, I've had this be all over the place. I've had it be, just in SaaS:
1) Handoffs with no further communication
2) Involvement and responsibility/compensation for new sales over a fixed period of time
3) Co-responsibility for fixed period of time
And with my current job it is just complicated.
1) Handoffs with no further communication
2) Involvement and responsibility/compensation for new sales over a fixed period of time
3) Co-responsibility for fixed period of time
And with my current job it is just complicated.
Onboarding and Implementation
Do you mind sharing what's involved in OB and Imp?
Taking all employee details and feeding it into system, letting the users know what to expect and ensure smooth initiation
QBR check-in's alongside our CS team.
Looking for opportunities to expand their programming but more than anything it's to sniff around for referrals.
Post close our Customer Success team is phenomenal, the QBR's are solely to find gaps and fix them well ahead of any renewal.
Looking for opportunities to expand their programming but more than anything it's to sniff around for referrals.
Post close our Customer Success team is phenomenal, the QBR's are solely to find gaps and fix them well ahead of any renewal.
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