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BV Lite - Coggle Diagram
BV Lite
Process
Documentation
SF
Can we put it all on one order form?
which entity contracts for it on the SO?
which SKU on SO
Multiple opps or not?
What "standard values" do we use in early stage
SOW
is there a template SOW?
1 per product or 1 in total?
RFP
What BV templates are available - how do we get them?
Who runs them? (BV SC? CXM AE?)
How do we bid/nobid?
MSA
Confirm Upland MSA covers this
Confirm Lucy can support all
AE teaming?
Who is the opp owner (BV/CXM)
Are there splits or both rewarded at 100%
Is it needed? (ie. BV AE + CXM AE)
Pricing
Who sets pricing?
Who approves pricing?
How do CXM AE get able to price
What are the key variables
SC
SC video demo
Discovery Questions
Technical
Business
Is teaming needed?
Demo enablement/access
How does the scoping process work
What info needed before Demo / SDW
Security Infosec - same as normal?
Services - are they able to deliver?
Can we identify who is on Upland MSA?
Proposition
Understand Capabilities
Fullfat Engage
Fullfat CDP
Template Engage
Locked down featureset?
Template CDP
Red Flags / Limitations
Comparison to Adestra/LL features
What's better?
Ideal UseCase
From Localytics
From R&R
From SMS
From Adestra
Proof-Points
People who did [} saw {}
multi-channel lead scoring
advanced segmentation
multi-channel orchestration
other
Pitch Practice
The CXM Journey
Pres slide
Talk Track
who to support/validate/"approve"?
CSM? BVAE?BVSC SC? ProdMkt?
Competitors
Who?
What do they have?
Why are we better?
No-bid criteria
Upland USP
Demand Gen
How to target them?
Which customers to target?
Marketing Support?
Blog
one pagers
Cust newsletters
presentation tidy-up?
Ask CSM for existing conversations?