> For the complete documentation index, see [llms.txt](https://handbook.mattermost.com/llms.txt). Markdown versions of documentation pages are available by appending `.md` to page URLs; this page is available as [Markdown](https://handbook.mattermost.com/0.2.0/operations/sales.md).

# Sales (50%)

#### Sales Key Info

* [Operating Metrics Definitions](https://docs.google.com/document/d/1aKJrJ7VBf6lGzYNe2xpsTaAfUjw_3Pv1TBRw5XhRCs0/edit?usp=sharing)
* [Salesforce.com Field Definitions](https://docs.google.com/document/d/1FIoKrd1yEqmS_opi1jxXOEbhxx88N0WVZBsjWO_abow/edit?usp=sharing)

#### FY20 Sales VPMOM 

Vision

* Build the machine to scale open core sales, direct and indirect

Values

* Work within the structure and process - Use Salesforce, follow guides, be consistent
* Understand the customer and address their needs - Ask, listen, add value
* Be super responsive - Quick on leads, inquiries, asks–time kills all deals

Methods

* (Sales Ops) Upgrade sales ops infrastructure and automate low dollar customers
* (SA) Deliver core demos as foundation of GTM
* (SA) Support GTM with webinars, events, blogs and technical content
* (Field) Repeatedly grow G2000 accounts in key regions and prepare to hire reps
* (Sales Ops) Uniformly structure partner agreements on fulfillment and lead gen
* (SA) De-risk onboarding with pre-sales deployment checklists in Salesforce
* (CS) 100% renewals, uncover expansion, and close co-marketing
* (Inside) Repeatedly grow midmarket new logo count

Obstacles

* Creating awareness in the G2000 to engage
* Prospects won’t talk to AEs for lack of compelling content
* Need actionable info from telemetry on open source users
* Onboarding (process, best practices, docs and training)
* Keeping the product competitive and differentiated
* Need top 5 most important integrations from Mattermost (e.g. WebEx)
* Meet product the demands of new G2000 customers
* Need to optimize pricing and packaging (repackage E10)
* Need for greater bottoms-up interest in EE within the product

Measures

* See [confidential version](https://github.com/mattermost/mattermost-mlt/wiki/FY20-Sales-VPMOM)