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ActivityCompletedStart DateDue Date
Estimated Duration
More InformationDesired OutcomeResourcesAsk for helpHelp DetailsManager/Mentor Response
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INFO-11/02/2011/02/20
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NEW HIRE-11/02/2011/02/20
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Sandy Silverman-
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MANAGER-
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Frank Forkner-
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MENTOR-
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Candance Charles -
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DASHBOARD-
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Link-
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Troy Silverman Onboarding11/02/2012/11/200%
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Week 111/02/2011/06/200%
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Day 111/02/2011/02/200%
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Get Settled11/02/2011/02/2030 MinutesCome in, find your desk, and get settled. Introduce yourself to the team and get a tour of the office.We are excited to have you here and look forward to getting to know you better. We want you to feel welcome and meet your new teammates in person.Org Chart: Please feel free to review the company org chart in ADP. You can access it by going to Okta > ADP Workforce Now > Click your name > My Profile > The org chart symbol next to your managers name.
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Onboarding Topics / Schedule Overview11/02/2011/02/201 HourGo over points of knowledge and activities with your SC co-hort to review this schedule and how to use it.Learn to use the schedule and identify how to spend your time over the next several weeks during your on-boarding.SC Onboarding Schedule and Solutions Consulting Confluence area
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Platform / Demo overview with SC11/02/2011/02/201-2 HoursGet familiar with Gong and Gong playlists to review recorded demo calls and / or sit with a SC to have them walk through a demo with you.Use Gong to review recorded demo calls or sit with a SC to have them walk through a demo with you.Gong: Access Gong through Okta to search for call types (Demo, Scoping, Proposal, etc.) or access Gong Playlists.
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Schedule additional 1:1 time for the remainder of the week11/02/2011/02/201-2 HoursSchedule 1:1 time with members of the SC team as well as other cross-functional teams that our department works closely with. This can include Account Executive, Professional Services, Customer Success Manager, Technical Support and Product team members.The Solutions Consultants team can often times act as a bridge between Sales, Success and Product. It will be good for you to start getting to know the other teams to help cultivate relationships that will help you act as that go between.Speak to your manager regarding good internal resources for you to touch bases with based on your segment
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Systems Check11/02/2011/02/201-2 HoursVerify your ability to log into all the SC systems that you will use every day and set up separate Google profiles for different {COMPANY] environments.Make sure you have access to all he needed systems and let your manager know if you are having trouble accessing anything.SC Tools / Applications: This page will walk you through all of your systems and what they are used for at a high level.

SC Onboarding Feedback Form: Please make a copy of this form to provide feedback on the onboarding process.
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Day 2-511/03/2011/06/200%
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{COMPANY] University Training11/03/2011/06/202-3 Hours DailyComplete {COMPANY] University Courses and review the Knowledge Base. Begin taking your knowledge of the platform and applying it in the demo environment to ensure hands on experience.We are expected to be experts of the entire {COMPANY] platform and one of the best ways to acquire that knowledge is through the {COMPANY] University and Knowledge base. These training courses can then be turned into hands on experience by building out your demo environment and testing the features in the platform.Customer Workflow Deck: Common workflow scenarios that can be provided to prospects and customers to assist with best practices

{COMPANY] Product Basics Overview: A helpful deck that gives a general overview of {COMPANY] features.

{COMPANY] University: Start with Getting Started with {COMPANY] for a baseline however all University courses can be valuable to not only increase your own knowledge but to get a better understanding on how we train our customers.

{COMPANY] Knowledge Base: Simple searches in the knowledge base after / during training sessions will provide you with additional documentation.
Demo Environment: Access the demo environment using a Google Profile designed for that environment and through your Okta login.
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{COMPANY] Demo Framework Training11/03/202-3 HoursComplete the Demo Workflows Overview Training in SkilljarThis training will give you a baseline on how we strive to demo here at {COMPANY].Demo Workflows Overview Training
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Prepare for this Weeks Demo: SDRs!11/03/2011/06/201-2 Hours DailyPrepare to give a contextual demo to SDR leadership and/or a SDR team at the end of the week by reviewing Persona content and preparing your demo environment:

Review SDR & SDR Manager Demo Workflow slides

Choose SC(s) to be your counterpart in the role play and schedule time with them to review the SDR related tech stack

Prepare your demo talk track (Tip: Practice out loud)

Prepare your demo environment / tabs for the demo

Schedule time with your chosen SC(s) to practice live		This first week you will be completing a demo targeted at the SDR role which is the most common {COMPANY] use case and user. This will be a great opportunity to get comfortable delivering a targeted demo that touches many of the core features in {COMPANY].SC Demo Scenarios: A list of demo scenarios you will engage with week over week.
SC Onboarding Demo Prep: SC Demo prep slides will give additional clarity on persona based discovery, common pains, KPIs and give a brief description on how certain features are relevant to this persona.

Demo Scenario Scoring Card: An example of the scoring card used to grade your demo.

Gong: Access Gong through Okta to search for SDR focused Demo calls or access Gong Playlists.
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Check in with SC Teammates11/03/2011/06/20~1 Hour DailySpend some time reaching out to the team to start developing relationships and get your questions answered.The team is a wonderful resource with many different skills sets spread throughout the team. This is an opportunity to not only get to know the team better but to also get any outstanding questions answered.Review Google Calendars to schedule time on the team’s calendars based on their availability.
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Talk through Sales Process with a SC Teammate11/03/2011/06/201-2 HoursReview sales stages (Discover; Qualify; Scope; Propose and Validate) and explain the SC role in each stage.

Validations will be also covered in more detail at a later stage of your training as it is a more involved process.		Understand exactly how the SC team fits into the selling process and how we are expected to support the AE team.Sales Process Training Deck: A great resource to reference how the sales team is being trained on Sales Process.
Sales Pipe Primer: A useful doc on how an average sales pipeline works and common metrics and challenges.
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Configure your {COMPANY] Settings11/03/2011/06/201 HourBe sure to go into the {COMPANY] Sales Org and the various demo environments and configure your settings including Email, Calendar, Voice, SMS, {COMPANY] Everywhere.Get all set up to not only demo {COMPANY] but also ensure all features are working for your use / testing of the platform.{COMPANY] University: Getting Started with {COMPANY] will review some of your set up of these features to get you started.
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Hands On {COMPANY] Use and Testing11/03/2011/06/202-3 HoursAs part of your {COMPANY] University Training there are some minimum hands on testing that you will complete in your first week of training including:

Create Two Sequences to understand how steps, schedules and rulesets are created and configured

Create CSV files for prospects and accounts and understand how they can be added and mapped together in {COMPANY]

Complete at least one task of each type and configure your sales intelligence tiles		These are some baseline activities that will help you become more comfortable with some of the core functionality in the platform and get your demo environment kickstarted.Sequences: University course on Content Creation and Knowledge Base articles on Sequence step types, rulesets and schedules
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Review {COMPANY] Salesforce Configuration Guide11/03/2011/06/201-2 HoursReview the series of Knowledge Base articles on the Salesforce Plugin to start understanding how it can be configured based on various use cases.The Salesforce Plugin is one of the more nuanced and complex integrations that {COMPANY] offers. We will be taking a layered approach to training you on this feature set with this weeks work acting as a baseline for functionally.Salesforce Configuration Overview and Knowledge Base article Hub: There are a variety of knowledge base articles on this subject with the configuration guide giving a solid overview of the plugin settings.
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Additional Time11/03/2011/06/20Open / Unscheduled TimeAdditional / Open Time Activities:

Call Shadow: Be sure to take time reviewing other SC calendars to find calls that may be of interest, especially if they relate to this week’s training subjects.

Gong Reviews: More calls get added to Gong every day and if you are unable to attend a live session with another SC you can always virtually shadow afterwards using Gong.

Solutions Consultant and {COMPANY] Questions Slack Monitoring: These channels in Slack are either questions pointed to the SC team or just general questions about the platform. These are great for both learning answers as well as an opportunity to help other teams.		Learning is fun and there is always more you can deep dive or learn about the platform or your demo skills. Be sure to take advantage of additional time to continue to build your own knowledge as well as share what you have learned and get your name out to the company as a new great SC resource.SC Calendars: Be sure you can see all of your teammates calendars so you can review them for calls that would be good to shadow. We will try to invite you but its best to be proactive.

Gong: Access Gong through Okta to search for calls or access Gong Playlists.

Slack: be sure to join the #solutions-consultant and #{COMPANY]-questions slack channels to have an opportunity to read responses and to respond yourself.
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Week 211/09/2011/13/200%
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Prepare for this Weeks Demo: AEs!11/09/2011/13/201-2 Hours DailyPrepare to give a contextual demo to Account Executive / Closing leadership and / or a Account Executive / Closing team at the end of the week by reviewing Persona content and preparing your demo environment:

Review Account Executive Demo Workflow slides

Choose SC(s) to be your counterpart in the role play and schedule time with them to review the AE related tech stack

Prepare your demo talk track (Tip: Practice out loud)

Prepare your demo environment / tabs for the demo

Schedule time with your chosen SC(s) to practice live		The second weeks demo is targeted towards the closing role. While many of the relevant features in {COMPANY] are similar you will find that they are used very differently or with a different level of focus / intensity based on the organization. You will also often demo to both the SDR and AE teams at the same time but we wanted to give some focus in these training scenarios on how the roles are different and how they should be demoed in a distinct way.SC Demo Scenarios: A list of demo scenarios you will engage with week over week.

SC Onboarding Demo Prep: SC Demo prep slides will give additional clarity on persona based discovery, common pains, KPIs and give a brief description on how certain features are relevant to this persona.

Gong: Access Gong through Okta to search for AE focused Demo calls or access Gong Playlists
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Review Scoping and Proposal Process and Documentation11/09/2011/13/201-2 Hours DailyReview the scoping and proposal process to become comfortable with the SC contribution in these sessions:

Review Scoping Deck and how to present the slides

Review Scoping + ROI Template and understand questions from all tabs

Review Proposal Deck and see which slides and sections are owned by the SC

Review the workflow building process and how to take what we learned in the scoping session to build current and future state slides

Listen to Scoping and Proposal calls recorded in Gong

Attempt to attend and listen to a live Scoping and Proposal call with another SC

Schedule time with another SC to practice live		Scoping sessions are a crucial part of the sales process that allows our team to understand the workflows of a potential customer. This can allow us to create customized proposals that accurately compares the current state of their workflow with how we envision {COMPANY] powered workflows. We can also use this as an opportunity to gather revenue data with the goal to also build ROI models in the proposal as well.

Proposal calls are an opportunity for us to show our prospects how much we have learned about them during the discovery, demo and scoping process and share our proposed solution. This can include ROI, Workflow, Feature and Deployment slides in addition to any pricing slides the AE has prepared. This can be a great way for {COMPANY] to differentiate from our competition as well as create a document that our prospects can use to sell internally.		Scoping Deck Template: A great resource to set the stage for your scoping session to ensure the prospect understands the purpose of the call. Make a copy of this document to use on your own scoping calls.

Scoping + ROI Template: All the workflow and ROI questions in one easy to use document. Make a copy of this document to use on your own scoping calls.

Proposal Deck Template: The AE will typically create and share the proposal deck with you however you can make a copy of this document for you to practice with and get comfortable.

Gong: Access Gong through Okta to search for Scoping calls or access Gong Playlists for Scoping and Proposals
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Salesforce Plugin and Toggles Talk Track11/09/2011/13/201-2 Hours DailyComplete additional knowledge checks around the Salesforce Plugin including:

Listen to live or recorded Gong calls related to the Salesforce Plugin

Use this knowledge to formulate your own flow and talk track through the plugin to not only explain the features of the plugin but offer best practices to ensure their use case is supported

Find another SC to review your talk track to prepare for a mock call next week with a difficult Sales Operations resource that does not want to integrate {COMPANY] and Salesforce		The second layer of our Salesforce plugin training involves the development of a talk track to assist with training a new {COMPANY] user how to set up the plugin aligned to their use case. This means you will not only need to be able to explain the toggles in the plugin but advise what should be turned on or off based on the scenario.Salesforce Configuration Overview and Knowledge Base article Hub: There are a variety of knowledge base articles on this subject with the configuration guide giving a solid overview of the plugin settings.

Gong: Access Gong through Okta to search for Salesforce configuration calls or access Gong Playlists.
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Scheduled time with another SC to review common tools in the Sales Tech Stack and {COMPANY] Galaxy11/09/2011/13/201-2 HoursReview Common Tools in the Tech Stack including:

Marketing Automation

CRM

Data Acquisition Tools

{COMPANY] Galaxy		{COMPANY] is not used in a vacuum and it can be helpful to understand the larger sales / marketing ecosystem we see on a regular basis and be able to “connect the dots” from system to system and how they will impact / interact with {COMPANY].{COMPANY] Integration Page: The {COMPANY] Galaxy pages give some nice quick explanations of some key integrations
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RFPIO Review11/09/2011/13/201-2 HoursAccess RFPIO through Okta to start getting comfortable with how to use projects and the answer library.

Start reviewing answers in RFPIO based on scenarios / questions you have heard on calls

Schedule time with another team member to review how to create a project		RFPIO is the RFP solution our team uses to answer RFPs (request for proposal) documents as well as Information Security Questionnaires. By getting experience with the answer library early you will not only be better prepared when you receive a questionnaire but you can also use it as a resource to continue to build out your knowledge of {COMPANY].RFPIO Answer Library: Access the RFPIO Answer Library by logging into RFPIO through Okta. The RFPIO answer library is a great resource for product, company, security and architecture questions commonly asked by companies in the RFP process. This can be used to help answer one of questions you may be asked during the sales process as wells as responding to more formal requests for information (RFPs and Information Security Reviews).

Security Questionnaire / RFP Process (RFPIO): A helpful guide on how to engage the infosec department to assist with questions that are either not in the answer library or that may require a more in depth answer.
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Trigger Creation and Testing11/09/2011/13/201-2 HoursBuild and test a simple trigger in your demo instance of {COMPANY] to ensure that you understand the basic usage of automation in the platform. Feel free to spend some time with another SC resource to talk through some common trigger scenarios.Triggers and automation is a place where {COMPANY] shines over our competition. Being able to understand what options are available will help you craft solutions as you work with prospects and customers.Trigger Knowledge Base Articles: There are a variety of trigger articles that will allow you to formulate some common triggers and build out examples in the demo environment.
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Additional Time11/09/2011/13/20Open / Unscheduled TimeAdditional / Open Time Activities:

Call Shadow: Be sure to take time reviewing other SC calendars to find calls that may be of interest, especially if they relate to this week’s training subjects.

Gong Reviews: More calls get added to Gong every day and if you are unable to attend a live session with another SC you can always virtually shadow afterwards using Gong.

Solutions Consultant and {COMPANY] Questions Slack Monitoring: These channels in Slack are either questions pointed to the SC team or just general questions about the platform. These are great for both learning answers as well as an opportunity to help other teams.		Learning is fun and there is always more you can deep dive or learn about the platform or your demo skills. Be sure to take advantage of additional time to continue to build your own knowledge as well as share what you have learned and get your name out to the company as a new great SC resource.SC Calendars: Be sure you can see all of your teammates calendars so you can review them for calls that would be good to shadow. We will try to invite you but its best to be proactive.

Gong: Access Gong through Okta to search for calls or access Gong Playlists.

Slack: be sure to join the #solutions-consultant and #{COMPANY]-questions slack channels to have an opportunity to read responses and to respond yourself.
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Week 311/16/2011/20/200%
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Prepare for this Weeks Demo: Leadership!11/16/2011/20/201-2 Hours DailyPrepare to give a contextual demo to a Decision Maker/CXO leader or leadership team at the end of the week by reviewing Persona content and preparing your demo environment:

Review CXO, VP or Director Demo Workflow slides

Choose SC(s) to be your counterpart in the role play and schedule time with them to review what parts of the tech stack will be important to the leadership persona

Prepare your demo talk track (Tip: Practice out loud)

Prepare your demo environment / tabs for the demo

Schedule time with your chosen SC(s) to practice live		The third weeks demo is targeted towards leadership. This is the first demo scenario where you may significantly change your flow and focus based on the persona. Depending on the size of the organization you may find that the details of how the team will complete activities and use the platform day to day are overshadowed by how the platform will help the team mitigate risk and better achieve their goals over time.SC Demo Scenarios: A list of demo scenarios you will engage with week over week.

SC Onboarding Demo Prep: SC Demo prep slides will give additional clarity on persona based discovery, common pains, KPIs and give a brief description on how certain features are relevant to this persona.

Gong: Access Gong through Okta to search for Leadership / Executive focused Demo calls or access Gong Playlists.
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Prepare for a Knowledge Check on the Scoping and Proposal Process11/16/2011/20/201-2 Hours DailyReview the scoping and proposal process to prepare for a knowledge check involving a mock call to complete the scoping doc and proposal slides:

Review Scoping Deck and how to present the slides

Review Scoping + ROI Template and understand questions from all tabs

Review Proposal Deck and see which slides and sections are owned by the SC

Review the workflow building process and how to take what we learned in the scoping session to build current and future state slides

Schedule a mock scoping call with another SC to complete the information needed to create a proposed workflow and ROI slides.

Complete proposal workflow and ROI slides.

Schedule a mock proposal call with another SC to deliver information on the proposed workflow and ROI slides.		Scoping sessions are a crucial part of the sales process that allows our team to understand the workflows of a potential customer. This can allow us to create customized proposals that accurately compares the current state of their workflow with how we envision {COMPANY] powered workflows. We can also use this as an opportunity to gather revenue data with the goal to also build ROI models in the proposal as well.
Proposal calls are an opportunity for us to show our prospects how much we have learned about them during the discovery, demo and scoping process and share our proposed solution. This can include ROI, Workflow, Feature and Deployment slides in addition to any pricing slides the AE has prepared. This can be a great way for {COMPANY] to differentiate from our competition as well as create a document that our prospects can use to sell internally.		Scoping Deck Template: A great resource to set the stage for your scoping session to ensure the prospect understands the purpose of the call. Make a copy of this document to use on your own scoping calls.

Scoping + ROI Template: All the workflow and ROI questions in one easy to use document. Make a copy of this document to use on your own scoping calls.

Proposal Deck Template: The AE will typically create and share the proposal deck with you however you can make a copy of this document for you to practice with and get comfortable.

Gong: Access Gong through Okta to search for Scoping calls or access Gong Playlists for Scoping and Proposals.
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Salesforce Knowledge Check and Mock Call11/16/2011/20/201-2 Hours DailyComplete additional knowledge checks around the Salesforce Plugin including:

Try to join 1-2 live Salesforce plugin configuration calls this week

Continue to work with other SCs to refine your talk track to prepare for a knowledge check / mock call this week with a difficult Sales Operations resource that does not want to integrate {COMPANY] and Salesforce		The third week of Salesforce Plugin training will allow you to test your knowledge and talk track against a resistant Salesforce admin in a mock call. This call is designed to be challenging to prepare you for real situations.Salesforce Configuration Overview and Knowledge Base article Hub: There are a variety of knowledge base articles on this subject with the configuration guide giving a solid overview of the plugin settings.

Gong: Access Gong through Okta to search for Salesforce configuration calls or access Gong Playlists.
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11/16/2011/20/20
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RFPIO Assistance11/16/2011/20/201-2 HoursFind any active RFPIO projects and work with the assigned SC to complete the project and answer any outstanding questions.Continuing to work in RFPIO will further your knowledge as well as get you more comfortable in the tool.Security Questionnaire / RFP Process (RFPIO): A helpful guide on how to engage the infosec department to assist with questions that are either not in the answer library or that may require a more in depth answer.
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Review {COMPANY] Governance Profile Settings11/16/2011/20/201-2 HoursReview the series of Knowledge Base articles on Governance Profiles to start understanding how they can be configured based on various use cases.Governance Profiles will allow an organization to determine what roles have access to specific features in {COMPANY]. It is important to get a good baseline of these features in the platform as this is an area where we will continue to add functionality as the platform continues to mature.Understanding Governance Profile Settings and Building Core Profiles: There are a variety of knowledge base articles on this subject with the configuration guide giving an overview of the various toggles.

{COMPANY] Admin Access: Admin settings include Org settings that allow an admin to set up safeguards, administer SSO, establish key integrations and activate certain controlled features.
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Intro to {COMPANY] - Senior Buyer Training11/16/2011/20/201-2 HoursReview the training and develop a talk track for the senior buyers deck.Becoming familiar with different kinds of pitches can be a key skill for various situations. While the account executive you are partnered with will often run this type of call it will be good for you to be able to add value during the call.Skilljar Training - Senior Buyer Deck: Work through the SkillJar Training and develop a talk track for the Senior Buyer that focuses on {COMPANY] as a company and partner.
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Additional Time11/16/2011/20/20Open / Unscheduled TimeAdditional / Open Time Activities:

Call Shadow: Be sure to take time reviewing other SC calendars to find calls that may be of interest, especially if they relate to this week’s training subjects.

Gong Reviews: More calls get added to Gong every day and if you are unable to attend a live session with another SC you can always virtually shadow afterwards using Gong.

Solutions Consultant and {COMPANY] Questions Slack Monitoring: These channels in Slack are either questions pointed to the SC team or just general questions about the platform. These are great for both learning answers as well as an opportunity to help other teams.		Learning is fun and there is always more you can deep dive or learn about the platform or your demo skills. Be sure to take advantage of additional time to continue to build your own knowledge as well as share what you have learned and get your name out to the company as a new great SC resource.SC Calendars: Be sure you can see all of your teammates calendars so you can review them for calls that would be good to shadow. We will try to invite you but its best to be proactive.

Gong: Access Gong through Okta to search for calls or access Gong Playlists.

Slack: be sure to join the #solutions-consultant and #{COMPANY]-questions slack channels to have an opportunity to read responses and to respond yourself.
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Week 411/05/2011/27/200%
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Prepare for this Weeks Demo: Operations!11/23/2011/27/201-2 Hours DailyPrepare to give a contextual demo to Sales Operations or Enablement by reviewing Persona content and preparing your demo environment:

Review Sales Operations or Enablement Skill Tree

Review Sales Operations or Enablement Demo Workflow slides

Choose SC(s) to be your counterpart in the role play and schedule time with them to review what parts of the tech stack will be important to the Operations persona

Prepare your demo talk track (Tip: Practice out loud)

Prepare your demo environment / tabs for the demo

Schedule time with your chosen SC(s) to practice live		Sales Operations and / or Enablement can have a variety of roles in the sales process ranging from gatekeeper, to part of the purchasing committee, to occasionally being the signing party. As a result it is important to be able to speak to that team to explain the value of {COMPANY] as well as how we will technically fit into their existing tech stack.SC Demo Scenarios: A list of demo scenarios you will engage with week over week.

SC Onboarding Demo Prep: SC Demo prep slides will give additional clarity on persona based discovery, common pains, KPIs and give a brief description on how certain features are relevant to this persona.

Gong: Access Gong through Okta to search for Operations focused Demo calls or access Gong Playlists.
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Learn how to lead a Content Strategy Session and Construction Call11/23/2011/27/201-2 Hours DailyReview the content strategy decks to become comfortable with how to lead a content strategy session to help onboard a new customer or as a part of a POC:

Review Content Strategy Session Deck and formulate a talk track on how to share this information

Review the Customer Workflow Deck and get a good understanding of these common use cases / workflows to be able to use this information in content sessions as well as demos

Listen to Content Strategy calls recorded in Gong

Attempt to attend and listen to a live Content Strategy Session call with another SC

Schedule time with another SC to practice live		Content Strategy sessions are a key training portion of the POC process as you will not only teach a prospect to create and organize content in {COMPANY] but you will also impart best practices as a best in breed services provider. This includes taking a page from the Customer Success team to deliver information around common workflowsContent Strategy Session Deck: A useful deck to help a prospect better understand how they want to approach the creation and management of content in {COMPANY] for effective communication with their prospects / customers. Make your own copy of this deck.

Customer Workflow Deck: As {COMPANY] has grown we will often be asked how our customers or {COMPANY] uses {COMPANY]. This deck is a series of best practices and common use cases that you can impart to your prospects. Make your own copy of this deck.

Gong: Access Gong through Okta to search for Content Strategy calls or access Gong Playlists.
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Lead a RFPIO Project11/23/2011/27/201-2 Hours DailyWork with your manager to find a RFPIO project that needs to be completed and complete it. Remember to user your resources including other SCs and our partners in the Infosec department.
This task can be dependent on the availability of a new project.		Use the knowledge you have built over the past several weeks to lead your own RFPIO project that could include a RFP or Security Questionnaire. This will allow you to show off your skills in coordinating resources to get the project completed in a timely manner.Security Questionnaire / RFP Process (Rpfio): A helpful guide on how to engage the infosec department to assist with questions that are either not in the answer library or that may require a more in depth answer.
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Understanding the types of Validation options during the Sales Process11/23/2011/27/202-3 HoursReview the Validation step of the sales process including a SC’s involvement in a Technical Validation, POC and Pilot. These steps involve a different level of effort and commitment by {COMPANY] and the prospect and we want to be able to always recommend the proper process to best move a deal forward.

Technical Validation: Ensuring key technical integrations function as intended or meet certain requirements. Often includes the email and calendar syncs, voice testing and the CRM integration.

POC: A more involved process that involves standing up a proof of concept with the customer and training users in the platform. You will create a joint execution plan, lead a planning call, content strategy session, governance / org settings configuration, SFDC configuration, training prep / check in calls and user training. You will then follow this up with additional support and training to drive the POC group towards the success metrics outlined in. the joint execution plan.

Pilot: A scoped pilot that will include the SC and Professional Services department working in concert to deliver a longer and more involved version of the POC.		Validations in the sales process vary widely based on the requirements of the prospect. They can range from simple mailbox integration call all the way to working with professional services to complete a SOW for a paid pilot. It is key to understand which process is most likely to lead you to success and act as an advisor to the AE as they navigate their opportunity.Validation Training: Complete Validation training modules and knowledge checks to understand the different types of Validation.

Validation Training Deck: Sales training deck on the definition of each type of validation including a technical validation, POC and Pilot for reference.

POC Training Deck: Sales training deck on the definition of a POC and the limits of users and scope for reference.

Pilot Training Deck: Sales training deck on the definition of a Pilot and the limits of users and scope for reference.

Pre-Sale POC/Pilot Playbook: Understand the responsibility across business units.

POC JEP: The Proof of Concept Joint Execution Plan (Not a delicious noodle dish). A key document that you will create with the prospect and refer back to throughout the POC in order to determine that we are driving towards the outlined goals. Make your own copy of this deck. https://docs.google.com/presentation/d/1kFiEQTr9HW4x7YkpmvSgtR79Oy9-35LUGsyG1sfSEOM/edit#slide=id.g47c1f81f79_0_97
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Walk through {COMPANY] Governance Profile Settings with another SC11/23/2011/27/201-2 HoursComplete additional knowledge checks around Governance Profiles and Org Settings including:

Listen to live or recorded Gong calls related to the Governance Profile and Org Settings

Use this knowledge to formulate your own flow and talk track through the settings to not only explain the features of the plugin but offer best practices to ensure their use case is supported

Find another SC to review your talk track to prepare to be able to train a customer or as part of a POC		We will continue to build on your knowledge of Governance Profiles and Organizational settings which will allow you to lead a customer in a training session to be able to set up these settings in a thoughtful way that focuses on their needs and use case.Understanding Governance Profile Settings and Building Core Profiles: There are a variety of knowledge base articles on this subject with the configuration guide giving an overview of the various toggles.
{COMPANY] Admin Access: Admin settings include Org settings that allow an admin to set up safeguards, administer SSO, establish key integrations and activate certain controlled features.

Gong: Access Gong through Okta to search for Governance calls or access Gong Playlists.
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Review {COMPANY] Microsoft Dynamics Configuration Guide2-3 HoursComplete the MS Dynamics Training and review of the Dynamics Configuration Guide.Your time learning the Salesforce Plugin is a valuable baseline for all of {COMPANY]'s CRM integrations. Use this training a deck to learn the nuance between Salesforce and MS Dynamics as it relates to {COMPANY].Support Team - MS Dynamics Training
Dynamics Configuration Guide
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Start Prep and Scheduling for POC Week11/05/2011/05/201 HourWork with your mentor to schedule the five one hour sessions for POC week.Understanding the onboarding/POC process will help you get up to speed on how our customers use {COMPANY] and give you more product expertise. Week 6 will allow you to complete a full role play of all the sessions prior to working with a live customer.SC Calendars: Work with your mentor to book out the knowledge checks for week 6 in order to ensure that you can move through them efficiently throughout that week.
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Additional Time11/23/2011/27/20Open / Unscheduled TimeAdditional / Open Time Activities:

Call Shadow: Be sure to take time reviewing other SC calendars to find calls that may be of interest, especially if they relate to this week’s training subjects.

Gong Reviews: More calls get added to Gong every day and if you are unable to attend a live session with another SC you can always virtually shadow afterwards using Gong.

Solutions Consultant and {COMPANY] Questions Slack Monitoring: These channels in Slack are either questions pointed to the SC team or just general questions about the platform. These are great for both learning answers as well as an opportunity to help other teams.		Learning is fun and there is always more you can deep dive or learn about the platform or your demo skills. Be sure to take advantage of additional time to continue to build your own knowledge as well as share what you have learned and get your name out to the company as a new great SC resource.SC Calendars: Be sure you can see all of your teammates calendars so you can review them for calls that would be good to shadow. We will try to invite you but its best to be proactive.

Gong: Access Gong through Okta to search for calls or access Gong Playlists.

Slack: be sure to join the #solutions-consultant and #{COMPANY]-questions slack channels to have an opportunity to read responses and to respond yourself.
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Week 511/30/2012/04/200%
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Governance Knowledge Check and Mock Call11/30/2012/04/201-2 Hours DailyComplete additional knowledge checks around the Governance Profiles and Org Settings including:

Try to join 1-2 live Governance configuration calls this week

Continue to work with other SCs to refine your talk track to prepare for a knowledge check / mock call this week to demonstrate your knowledge		The third week of Governance training will allow you to test your knowledge and talk track in preparation of helping with a new customer onboarding or a POC.Understanding Governance Profile Settings and Building Core Profiles: There are a variety of knowledge base articles on this subject with the configuration guide giving an overview of the various toggles.

{COMPANY] Admin Access: Admin settings include Org settings that allow an admin to set up safeguards, administer SSO, establish key integrations and activate certain controlled features.

Gong: Access Gong through Okta to search for Governance calls or access Gong Playlists.
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Learn how to lead a workflow interview and create a customized Training session11/30/2012/04/202-3 Hours DailyReview Gong and attend live sessions to become familiar with how to lead a workflow interview that will lead to a contextual training to help onboard a new customer or as a part of a POC:

Listen to workflow interview and training calls recorded in Gong

Attempt to attend and listen to a live workflow interview and training call with another SC, CEM or training resource

Schedule time with another SC to practice live		Workflow Interviews with both management and users is often key to providing a targeted and relevant training session. By completing these sessions and then planning with your stakeholders you will be sure to provide the training session that will allow your users to start using {COMPANY] right after training.Gong: Access Gong through Okta to search for workflow interview and training calls or access Gong Playlists.
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Lead a RFPIO Project11/30/2012/04/201-2 Hours DailyAs needed, continue to work your assigned RFPIO project and coordinate the proper resources to complete the project and return it to the AE.

This task can be dependent on the availability of a new project.		Use the knowledge you have built over the past several weeks to lead your own RFPIO project that could include a RFP or Security Questionnaire. This will allow you to show off your skills in coordinating resources to get the project completed in a timely manner.Security Questionnaire / RFP Process (RFPIO): A helpful guide on how to engage the infosec department to assist with questions that are either not in the answer library or that may require a more in depth answer.
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Understand the Sitrep Process and how to update your Master Work Stream Grid11/30/2012/04/201-2 HoursWork with your manager to review the Sitrep process and learn to use gridbuddy in SFDC to update your work streams with the current status. This could include details on the next scheduled calls, status in a POC, possible onboarding challenges, opportunity risks, feature requests, competitor details, etc.The sitrep process is a key way for you to keep your manager up to date on all the details of your deals. Be sure to fill the grid out in a complete and thoughtful manner in order to share key information.Sitrep Process Steps: A guide to the sitrep process that will give you a basic overview of the process.
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Learn the Feature Request and Escalated Product Enhancement Request Process11/30/2012/04/201-2 HoursReview the feature request process with another SC as well as the Enhanced Product Enhancement Request process documentation to become familiar with how to create, and escalate, feature requests you hear from prospects and customers.We will often hear from prospects and customers about key features to their use case that are not available in {COMPANY]. We are responsible for communicating these features through feature requests to product as well as escalating when appropriate.Escalated Product Enhancement Request Process: Follow the EPER process to understand when to escalate a feature request from one of your prospects.
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Learn to run a Technical Validation11/30/2012/04/202-3 HoursTechnical validations are the most straightforward validations work streams however they can have some nuance and need some additional technical knowledge. Meet with other SCs, use Gong and tickets in Zendesk to understand:

Email Validations: This can be finding an EWS endpoint for a prospect’s exchange server or using custom set up to establish an integration using SMTP and IMAP settings.

Voice Set Up and Usage: Some prospects will want to test {COMPANY] voice features and others will want to validate possible integration / click to dial options with their existing voice service.

SFDC Validations: Slightly different than the training session you have been practicing in previous weeks. This session is focused on validating their use case and should be a targeted at that goal.		You will often run technical validations to ensure that key integrations are functional including email and calendar sync, voice capability and CRM sync. It is important to be able to handle these calls quickly and efficiently in order for the sales process to progress.Zendesk: Log into Zendesk with Light Agent access and search for tickets around email sync and voice integration.

Gong: Access Gong through Okta to search for Technical Validation calls or access Gong Playlists.
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Additional Time11/30/2012/04/20Open / Unscheduled TimeAdditional / Open Time Activities:

Call Shadow: Be sure to take time reviewing other SC calendars to find calls that may be of interest, especially if they relate to this week’s training subjects.

Gong Reviews: More calls get added to Gong every day and if you are unable to attend a live session with another SC you can always virtually shadow afterwards using Gong.

Solutions Consultant and {COMPANY] Questions Slack Monitoring: These channels in Slack are either questions pointed to the SC team or just general questions about the platform. These are great for both learning answers as well as an opportunity to help other teams.		Learning is fun and there is always more you can deep dive or learn about the platform or your demo skills. Be sure to take advantage of additional time to continue to build your own knowledge as well as share what you have learned and get your name out to the company as a new great SC resource.SC Calendars: Be sure you can see all of your teammates calendars so you can review them for calls that would be good to shadow. We will try to invite you but its best to be proactive.

Gong: Access Gong through Okta to search for calls or access Gong Playlists.
Slack: be sure to join the #solutions-consultant and #{COMPANY]-questions slack channels to have an opportunity to read responses and to respond yourself.
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Week 612/07/2012/11/200%
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POC Planning/Kickoff Meeting Peer Knowledge Check12/07/2012/11/201-2 HoursUse previous training and resources to prepare to deliver a Planning/Kickoff Meeting

Work with your mentor to schedule time with another SC to complete the knowledge check		Congratulations on making it to POC week! We will be going through all the steps of leading a POC in order to give you additional experience in preparation for live prospects.Gong: Access Gong through Okta to search for POC/Pilot Kick Off Calls or access Gong Playlists.
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Workflow Interview Peer Knowledge Check12/07/2012/11/201-2 HoursUse previous training and resources to prepare to deliver a Workflow Interview

Work with your mentor to schedule time with another SC to complete the knowledge check		Lets continue to move forward on POC week and user the information from the planning call and hold a successful workflow interview.Gong: Access Gong through Okta to search for workflow interview and training calls or access Gong Playlists.
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Content Strategy and Construction Call Peer Knowledge Check12/07/2012/11/203-4 HoursUse previous training and resources to prepare to deliver a Planning/Kickoff Meeting

Work with your mentor to schedule time with another SC to complete the knowledge check		Now that you have completed the planning call to understand their goals and the workflow interview to understand their selling motion; you can use this information to help with the configuration of their account.Content Strategy Session Deck: A useful deck to help a prospect better understand how they want to approach the creation and management of content in {COMPANY] for effective communication with their prospects / customers. Make your own copy of this deck.

Customer Workflow Deck: As {COMPANY] has grown we will often be asked how our customers or {COMPANY] uses {COMPANY]. This deck is a series of best practices and common use cases that you can impart to your prospects. Make your own copy of this deck.
Gong: Access Gong through Okta to search for Content Strategy calls or access Gong Playlists.
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Governance Profile and Org Settings Peer Knowledge Check12/07/2012/11/203-4 HoursUse previous training and resources to prepare to deliver a Planning/Kickoff Meeting

Work with your mentor to schedule time with another SC to complete the knowledge check		Now that you have completed the planning call to understand their goals and the workflow interview to understand their selling motion; you can use this information to help with the configuration of their account.Understanding Governance Profile Settings and Building Core Profiles: There are a variety of knowledge base articles on this subject with the configuration guide giving an overview of the various toggles.

{COMPANY] Admin Access: Admin settings include Org settings that allow an admin to set up safeguards, administer SSO, establish key integrations and activate certain controlled features.

Gong: Access Gong through Okta to search for Governance calls or access Gong Playlists.
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User Training Peer Knowledge Check12/07/2012/11/203-4 HoursUse previous training and resources to prepare to deliver a User Training Session

Work with your mentor to schedule time with another SC to complete the knowledge check		Finally you are at the end of POC week and ready to deliver a custom training based on your workflow information and the configuration of their account! Great job!Gong: Access Gong through Okta to search for user training calls or access Gong Playlists.

Pro Serv User Training Calls:
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Additional Time12/07/2012/11/20Open / Unscheduled TimeAdditional / Open Time Activities:

Call Shadow: Be sure to take time reviewing other SC calendars to find calls that may be of interest, especially if they relate to this week’s training subjects.

Gong Reviews: More calls get added to Gong every day and if you are unable to attend a live session with another SC you can always virtually shadow afterwards using Gong.

Solutions Consultant and {COMPANY] Questions Slack Monitoring: These channels in Slack are either questions pointed to the SC team or just general questions about the platform. These are great for both learning answers as well as an opportunity to help other teams.		Learning is fun and there is always more you can deep dive or learn about the platform or your demo skills. Be sure to take advantage of additional time to continue to build your own knowledge as well as share what you have learned and get your name out to the company as a new great SC resource.SC Calendars: Be sure you can see all of your teammates calendars so you can review them for calls that would be good to shadow. We will try to invite you but its best to be proactive.

Gong: Access Gong through Okta to search for calls or access Gong Playlists.
Slack: be sure to join the #solutions-consultant and #{COMPANY]-questions slack channels to have an opportunity to read responses and to respond yourself.
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