Mutual Success Plan Template
This card spells out what, why, and how to use the Mutual Success Plan (MSP) template.
All reps should be using these in every opp.
MSP Template
Use this template Mutual Success Plan Template.xlsx also linked here for every deal.
Mutual Success Plan Template (ENT + MM).xlsx
Here’s a quick walkthrough of practically how to use the template.
What is the MSP?
Think of it like a roadmap that outlines the goals, expectations, and responsibilities of both the Go1 seller and the buyer throughout the sales process and beyond. It's a collaborative document that helps align both parties towards a common objective: success.
This template includes the standard milestones, timelines, and specific actions that each party needs to take to ensure the successful implementation and usage of Go1. It's all about transparency and communication, making sure everyone is on the same page regarding what success looks like and how to achieve it together.
Think of it as a shared game plan for victory, where both sides actively contribute to achieving the desired outcomes. This approach fosters a stronger partnership and helps build trust between you and the buyer (and partner if applicable).
Why are we all using the MSP?
- Increases collaboration with your buyer and helps move you from a sales person to a consultative seller — especially when the sale is complicated
- Buyers are often new in an org and may not know all the steps necessary in the procurement process — this gets them thinking ahead and helps them drive toward a successful close
- Helps you get ahead of the roadblocks notorious for slowing down deals at the last min — like the signer’s OOO at the end of the month or a last-minute security review
- Helpful context and who’s who for handoffs to your CSM/IPM partner after the close
- Helps standardize processes across regions and segments
How to Use It
- The goal is to use the MSP on every opp going forward (we’ll be tracking in Gong and SFDC)
- This is a template so please edit for each opportunity
- Attach it in SFDC and include in any deal huddles
- Works best when you introduce it early in the sales cycle and use it to check in along the way
- Already mid-cycle? Find a creative way to introduce it (e.g. “now that we’ve established that you could see your company finding value in Go1, let’s use this MSP to stay aligned on next steps OR with the holidays coming up, let’s use the MSP to stay focused
- You can also use the slide version to intro the concept or modulate depending on your audience
- SMB/MM Pitch Deck (link to the specific slide)
- ENT Pitch Deck (link to the specific slide)
