Land & Expand Deals | Eleanor Dorfman | 30MPC Hall of Fame

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1. 1:55

   deals, but not your smallest one where it's worth the time to inspect. When a 50K deal hits stage three, I get a Slack notification over 50K and I schedule a deal review with the rep, the reps manager, the sales engineer, sales engineering manager, and myself. We do an early stage review. Are we ready for the POC? “Do we have access to the economic buyer?” Do we know the required capabilities? Do we know the competitive landscape? Are we set up for success in that POC and how do we know and have that confidence? Similarly, when a deal hits stage five, I get a Slack notification, a deal over 50K hits stage five. We schedule a late stage deal review. We have different templates for each.

   In Economic buyer identification

2. 9:22

   because expansion feels a little bit more inside of the reps control, but fundamentally it's making sure when you're closing a deal, are you thinking about, is this a good deal? Is this customer going to stay with us? When you're handing off a deal to professional services or your success team or an implementation team, are you setting that up for success? “Are you staying involved?” Do you care? That's a very successful, just, we all know time to value is one of the most important things to make sure software doesn't become shelfware. Do your reps care about that? Yes. If they know that on the back end, if it doesn't renew, they are going to feel that. Are they making sure that first QBR does well, that the EB is staying engaged,

   In Handoff ownership and SLAs

3. 19:32

   using today, and let's look at how Retool could actually blow those all out of the water and can we earn the right to compete for access for your team and for all of the other teams you serve. And we weren't just coming in cold with a top-down mandate. We were coming in and saying, here are two totally distinct teams where we were able to make them successful. “Here are proof points from your own business.” We also already have an MSA. What do you know? This is going to be so easy. And then it starts to look more and more like an expand motion because then we have centralized sponsorship and we're able to go team to team. And then we know how their systems work. And when we're with the main team that's enabling us to go site-wide, we know what we're doing.

   In Proof relevance and matching

4. 31:08

   You attach to a top-down initiative and you sell wall-to-wall on day one. But Eleanor's team often wins and wins at higher LTV with a customer because they don't discount as much when they go land, expand. Where you win a smaller deal with one business unit, you use that win as a way to get another business unit. “And now that you've got two business units getting value from your product, you're able” to go make the case for the wall-to-wall at a higher price. Today's show is brought to you by ConsenSys, which helps your demo keep selling even when you're not in the room. Before I show a demo, I set it up like it might have to work without me. I include these three slides before I drop in. Number one, the biggest problems I learned in discovery.

   In Account potential estimation

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