Closed Won
IDENTIFY
QUALIFY
PROPOSE
ENGAGE
Pre Launch Check-In (External)
LAUNCH!
Pilot Alignment Meeting (External)
Success Plan Meeting (External)
Implementation Phase
Change Opportunity type to "Pilot"
Pilot Discovery (External)
Pilot Verification Form (Internal)
Confirmed Potential Pilot
Prepare for Launch
Success Plan Meeting serves as a mapping opportunity District goalsBrainPOP committment District commitment Pilot expectations Success Plan Meeting document:Uploaded to District Pilot Portal in HighspotUploaded in Salesforce
Success Plan Meeting
Always Remeber:SELL FIRST Pilot SECOND
Always Remember: SELL FIRST Pilot SECOND Pre-Launch Check-in serves as one final check to ensure the pilot is ready for launch Make sure to talk through their DIstrict Pilot Portal (Highspot Pitch Style), and remind them this is where documents will live.
Pre-Launch Check-In
The Pilot is ready to launch!
Always Remember: SELL FIRST Pilot SECOND Use BANT during Discovery to understand if a pilot is needed. Discovery process identifies key indicators for potential pilot candidates. Examples: District consolidation District white space District buying cycle Discovery process develops understanding of the district's wants & needs. Examples:District goals Stakeholder buy-in Historical context
Pilot Discovery
Always Remember: SELL FIRST Pilot SECOND Pilot Confirmation process indicates the pilot candidate is now a pilot opportunity. Pilot Confirmation process confirms the pilot opportunity in SF.
Pilot Confirmation
Always Remember: SELL FIRST Pilot SECOND Implementation Phase outlines a multi-week checklistTech integration Stakeholders followupPLS timeline
Implementation Phase
Always Remember: SELL FIRST Pilot SECOND Pilot Verification process serves as the first step once a potential pilot is identified Pilot Verification Form:Candidate informationPilot purpose and focusPilot Verification process reserves Tim/Kasey the right to ask additional questions to ensure a pilot is the best option.Pilot Verification process approves the pilot.
Pilot Verification
Alignment Meeting serves as a team meeting to discuss feasibility of the pilot for the customer and BrainPOP. Tim/Kasey join the callIs the district ready to lead a successful pilot?Do we see a path toward a tech integration? Are the right people at the district invested in this?
Alignment Meeting
