Mattermost Handbook
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0.2.1
0.2.1
  • Mattermost Handbook
  • Company
    • About Mattermost
      • List of terms
      • Business model
      • Mindsets
    • "How to" guides for staff
      • How to set up a 1-1 channel
      • How to update the handbook
      • How to manage Handbook notifications
      • How to change mobile device
        • How to handle a lost mobile device
      • How to do a mini-retrospective
      • How to autolink keywords in Mattermost
  • Operations
    • Company operations
      • Areas of Responsibility
      • Mattermost Leadership Team (MLT)
        • MLT cadence
      • Company measures
        • Metrics definitions
        • FY23 goals board
        • MLT metrics
      • Company cadence
      • Company policies
        • Community response policy
        • Security policy
      • Company processes
        • Issue/solution process
        • Company agreements
        • Publishing
          • Public web properties
          • Publishing guidelines
            • Brand and visual design guidelines
            • Voice, tone, and writing style guidelines
              • Contribute to documentation
            • Confidentiality guidelines
          • Post-publication quality control process
      • Handbook processes and policies
        • Handbook onboarding
      • Fiscal year planning
    • Research and Development
      • Organization
        • Tech Writing
        • Data engineering
        • Delivery
        • Cloud Platform
        • Site Reliability Engineering
        • GRC
        • Product Security
        • Security Operations
      • Processes
        • Feature Labels
      • Product
        • Product planning
          • Product philosophy and principles
          • Prioritization process
          • Release planning process
          • Roadmap views
          • Release plan
          • Launch plan
          • Feature requests
        • Development process
          • Mobile feature guidelines
          • Deprecation policy
          • Mattermost software requirements process
          • Jira ticket lifecycle
          • Creating new Jira bug tickets
            • Priority levels for tickets
            • Jira fix versions
        • Release process
          • Release overview
          • Feature release process
          • Dot release process
          • Security release process
          • Mobile app release process
          • Desktop app release process
          • Release tips
          • Release scorecard definitions
        • How-to guides for Product
          • How to use productboard
          • How to record a roadmap video
          • How to update integrations directory
          • How to write a feature release announcement
        • Product Management team handbook
          • Product Management Areas of Ownership
          • Product Manager onboarding
          • Product Manager levels
          • Professional development
        • Product Design team handbook
          • Product Design levels
        • Technical Writing team handbook
          • Work with us
          • User interface text guidelines
          • Documentation style guide
          • Our terminology
          • Guidelines for PMs and developers
          • Guidelines for community contributions
          • Technical Writer levels
          • Docathon 2021
            • Getting started with contributing
        • Growth
          • A/B testing methodology
          • PQL definition
        • Analytics
          • Product Analyst Engineer levels
          • Looker
            • Dashboards
            • Explores
          • Telemetry
        • Developer relations
        • Product team hangouts
      • Engineering
        • Infrastructure engineering
          • Cloud infrastructure cost KPIs
          • Cloud data export process
          • Cloud churn process
          • Reliability Manifesto
          • Production Readiness Review
          • Infrastructure Library
        • Integrations team processes
        • Plugin release process
        • Data Engineering
        • Sustained Engineering
          • On call
        • How to go to a conference
        • Public speaking
        • Core contributor expanded access policy
      • Quality Assurance
        • QA workflow
        • QA testing tips and tools
        • Rainforest process
    • Messaging and Math
      • How-to guides for M&M
        • How to create release announcements
        • How to create screenshots and GIFs
        • How to write Mattermost case studies
        • How to write guest blog posts for Mattermost apps and services
        • How to write Mattermost recipes
        • How to compose tweets
        • How to create a split test for web page
        • How to run meetups
        • How to run executive dinners
      • Checklists for M&M
        • Blog post checklist
        • Bio checklist
      • Mattermost websites
      • Demand generation reporting
      • M&M Asana guidelines
      • Content marketing
        • How to use the editorial calendar
        • Content development and distribution
        • Video content guidelines
        • How to contribute content
    • Sales
      • Deal Desk
      • Partner programs
      • Lead management
    • Deployment Engineering
      • Overview
      • Workflows
      • Frequently Asked Questions
      • Playbook for MME Sev 1 Outages
      • Status Update Template
    • Program Management
    • Customer Success
      • Customer Support
    • Legal
      • Contracts
      • Ironclad Basics
        • Company-Wide Workflows
        • Sales Contracts and Workflows
        • Signing a Contract and Contract Repository
    • Finance
      • Budget
      • How to use Airbase
        • Access Airbase
        • Navigate Airbase
        • How to submit a purchase request
        • How to submit a reimbursement request
        • How to review a reimbursement request
        • Vendor portal guide
        • Frequently asked questions
      • Onboarding
        • Vendor onboarding
        • ROW staff onboarding
      • Staff member expenses
        • How to spend company money
        • How to spend company money: Internships
        • Corporate credit card policy
        • How to access Airbase
        • Gifting policy
        • How to book airfare and travel
        • How to reimburse the company
        • How to convert currencies
        • How to get paid
      • Arrange a Bounty Program
      • Naming files and agreements
      • Risk management
        • Mattermost U.S. consulting agreements
      • Operations playbook
    • Security
      • Policies
      • Privacy
        • Data deletion requests
        • Data subject access requests
      • Product Security
        • Product Vulnerability Process
        • Working on security-sensitive pull requests
        • Secure Software Development guide
      • Security Operations
        • User guides
    • Workplace
      • PeopleOps
        • HR cadences
        • HR systems
        • HR Processes
        • Working at Mattermost
          • Onboarding
            • Things everyone must know
            • Staff onboarding
            • Engineer onboarding timeline and expectations
            • Manager onboarding
            • Frequently asked questions
          • Learning and development
          • Mattermost communication best practices
          • Paid time off
            • Out of office email example
          • Travel
            • Business travel insurance
          • Leaves of absence
            • Pregnancy leave
            • Baby bonding parental leave
            • Jury duty
          • Workplace program
          • Relocation
          • Total rewards
        • Performance reviews
          • Formal review process
          • New staff performance review
          • Informal review process
        • Transfers and promotions
        • Offboarding instructions for managers
        • People compliance
      • People policies
      • Groups
        • Staff Resource Groups
      • Approvals and iteration
      • IT
        • IT helpdesk
        • Hardware and software purchases
        • Hardware buy back policy
        • Software systems
  • Contributors
    • Contributors
      • Equity, diversity, and inclusion
      • How to contribute to Mattermost
        • Community Content program
        • Documentation contributions
        • Help Wanted tickets
        • Localization
        • Contribution events
      • Mattermost community
      • Contributor kindness
      • Community systems
      • Guidelines and playbooks
        • Social engagement guidelines
        • Contribution guidelines and code of conduct
        • Mattermost Community playbook
        • How to run a Hackathon
        • Hacktoberfest event organizer guide for Mattermost
    • MatterCon
      • Staff information privacy management
      • Mattermost events code of conduct
      • MatterCon2021
    • Join us
      • Ice-breakers
      • Help Wanted tickets
      • Localization
      • Mattermost GitHub sponsorship
      • Things candidates should know
      • Staff recruiting
      • Recruiting cadences
        • Product Manager hiring process
      • Exec recruiting
        • EA logistics
  • Help and support
    • Contact us
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On this page
  • Sales Key Info
  • Sales Definitions
  • Market Segmentation
  • Sales Channel
  • Forecasting

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  1. Operations

Sales

Sales onboarding information

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Last updated 4 years ago

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Sales Key Info

  • - Checklist for sales onboarding for new sales hires.

  • - Overview of sales operations processes, definitions, and standards.

  • - Talking points on questions from competitors and detractors (internal discussions only).

  • - Refreshed sales playbook for 2021.

  • - Listing of channel partners and accounts.

  • - Summary of regularly scheduled GTM meetings for Sales and CS teams.

Sales Definitions

Market Segmentation

Market Segmentation is based on Total Employee count of the Account.

  • Enterprise = 5,000+ total employees.

  • Mid-Market = 500-4,999 total employees.

  • SMB (Small Business) = 0-499 total employees.

Total Employee count is based on the number of employees that our data tools (Clearbit & DiscoverOrg) return for that account.

Sales Channel

Sales Channels are ways of bringing products or services to market so that they can be purchased by consumers.

  • Sales Serve (Direct) = Sales works directly with the customer to complete the purchase.

    • Handheld interaction with Sales that enables more customization for the end customer (payment method, discounting, MSA, etc.).

  • Partner/Reseller (Indirect) = Sales works with an approved partner or reseller to complete the purchase.

    • Allows a high volume of knowledgeable customers to purchase.

    • Self-serve is not synonymous with SMB. Self-serve is a Sales Channel that caters to all market segmentations.

Forecasting

  • Forecasting is a weekly process where Sales, CS,and Sales Management communicate how much business they will close within a given period, usually the current quarter.

  • Forecasting Definitions:

    • Forecast: "I will close at least this much business this quarter. It is my likely amount I can close."

    • Upside: "There is a chance I will close this much additional business, but don't count on it."

  • Forecasting Category Definitions: These categories are assigned based on Opportunity Sales stages in Salesforce.

    • Close: The deal is Closed Won. It is already showing up in Won and Actuals reports. It is not considered part of the Open Pipeline.

    • Commit: Rep is guaranteeing this deal will happen based on the current Opportunity Close Date.

    • Best Case: The deal is looking promising, but cannot commit it will happen on the current Close Date.

    • Pipeline: The deal is in the early stages. Not comfortable forecasting it just yet.

    • Omitted: This deal is Closed Lost.

  • Forecast Process. The following are the steps followed in the weekly forecast calls with Sales Managers:

    • In attendance: Sales Manager, Ian, and appropriate CSM(s).

    • The Sales Manager drives the call.

    • It is driven off the Sales (Choose Segment) dashboard.

    • New New (New and Expansion) business:

      • Discuss forecast and upside for the quarter. Has it changed? Summarize highlights of changes.

      • What's closed since we last met along with any notable highlights.

      • Review Open Pipeline. All key deals based on size, logo, competitive wins. Discuss what help is needed from MLT to get the deal done. Also discuss any big deal movements in terms of progress or slip.

    • Renewals business:

      • Discuss forecast and upside for the quarter. Has it changed? Summary highlights of changes.

      • What's closed since we last met along with any notable highlights.

      • Review Open Pipeline. All key deals based on size, logo, competitive wins. Discuss At Risk and Early Warning. Discuss what help is needed from MLT to get the deal done.

      • Lead pipeline:

        • Review MQL Pipeline at the bottom.

        • Where are they now?

        • Pipeline generated.

        • Reason for Recycle and Junk.

      • Old and New follow-ups related to deals and the forecast process:

        • Review any old business and follow-ups that are noted in the Revenue Manager Asana board related to deals and forecast.

        • Summarize any new action items moving forward.

Self-serve = Customer purchases the product through our

Sales New Hire Onboarding
Sales Operations Handbook
Rude Q&A
2021 Sales Playbook Update
Partner List
Recurring Field Meetings
Customer Portal