Onboarding Myself on PMM/CI Role

by Dejan Gajsek

Suggested Projects
1
30-60-90 Plan
Establish PMM/CI and Win/Loss function at IntroHive in 90 days
2
Project 1 - Win/Loss Pulse
Setting up a cadence of continuous win/loss measurement.
3
Project 2: Competitive Culture
Establish CI culture and collaterals needed to start winning deals.
4
Project 3: Clean-ish CRM
Clean CRM for objective and confident insights the whole company can trust.
30-60-90
0 - 30: Understand
Understand the product & processes
Connect with Departments
Conduct Interview with Sales, Mrktng, Customer Success, Product
Deliverables:
  • Competitive Profiles
  • 30-in-30 interviews
  • Seller Confidence
  • Questionnaire
  • Evangelize CI
  • 1-2 Battlecards Refresh
30-60: Evaluate
Validate CI strengths and opportunities. Optimize what CI to collect and pick the right tools
Deliverables:
  • Video on Sales Enablement Webinar on competitor profile
  • Help write a sales person an email when competitor is mentioned
60-90: Optimize
Tighten up Win/Loss Analysis
Collaborate CI function - evangelize CI
Develop a timeline for special projects (i.e. secret shopping, help on GTM etc..)
P1: Win/Loss Pulse
The Problem
Win/Loss interview is hard to get.
Especially for deals lost.
But, this information is crucial to improve win rates for all our deals.
We should also segment the deals to:
  • Competitive Deals
  • Non-compete:
  • No decision
  • Not a fit
The Solution
Use a tool AlphaRun to gather quick win/loss information automatically for every deal in the pipeline.
  • Budget expectation: ~$2000 (30 Amazon Gift Cards for $30) + tool fees
The Impact
Expectations for this after 30 interviews:
  • Insights on why we lose/win
  • Use the data for:
  • Sales Enablement Dept
  • Use the insights to update battlecards and identify what assets we need
  • Main Goal: increase win/rate
P2: Competitive Culture
Winning and Losing: Understanding the Landscape
1
What Does the Competitive Landscape Look Like?
Identifying key competitors and understanding their strengths and weaknesses is crucial for informed decision-making.
2
Why Are We Winning?
Analyzing successful deals identifies strengths and effective strategies, providing insights for future opportunities.
3
Why Are We Losing?
Understanding the reasons for lost deals exposes areas for improvement and helps refine sales strategies.
4
How Do We Win More?
Leveraging data-driven insights from win/loss analysis to optimize sales strategies and increase win rates.
Refreshed Battlecards Example
Crucial Information Only
Minimize friction points, keep only what's needed. Optimize for speed.
Easy, Centralized Access
Just-in-time → Immediate access when needed i.e. on a call with the prospect.
Keep it Fresh
Regular maintenance so the team is always operating with the intel they can trust.

PDF file

Notion Type Battlecard.pdf

160.4 KB

P3: Clean-ish CRM:
Data Hygiene Best Practices & Optimizing CRM
Keep it Simple
Minimize fields, choices, and free text fields to ensure data accuracy and ease of use.
Require Data Input
Implement mandatory fields to ensure essential data is captured for accurate insights.
Data Dependencies
Build dependencies based on product to ensure data consistency and accuracy.
Autofill Option
Enable autofill to streamline data entry and reduce errors.
Clean-ish CRM: 6 Suggested Mandatory Fields
Adding new mandatory fields in the CRM and training our sales team to use it
How to Get to Clean-ish CRM State?
Executive Sponsorship
Secure leadership support from key executives to drive data hygiene initiatives.
Communicate Findings
Share insights from data analysis with the GTM team to promote understanding and alignment.
Drive Revenue
Demonstrate the impact of data hygiene on revenue generation and ROI.
Continuous Improvement
Embrace a culture of continuous improvement to refine data hygiene practices and drive ongoing success.
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