Mutual Action Plan for Sales & Success
Assemble Mutual Action Plan Playbook
Empower buyers with all the information they need to communicate internally as they validate your solution.
Assemble is a compensation management platform that enables companies to make more strategic, fair, and equitable compensation decisions. Co-founder Enrique Esclusa uses this playbook to empower buyers as they validate Assemble, collaborating on next steps and ensuring the buying team has the information they need to make a case internally.
Why should I use this playbook?
Building strong partnerships with your customers is key to faster, sustainable growth. A Mutual Action Plan (MAP) makes it easy to collaborate with customers throughout your relationship.
Use this playbook to guide prospects through the validation process and align other internal stakeholders. When they’re ready to buy, show how you’ll work together to formalize the partnership, implement your solution, and check in regularly for ongoing support.
What’s in this playbook?
- Discovery – completed before the MAP is introduced, so the buyer can see the steps have already been checked off
- Validation – additional demos & business case
- Formalization – make it official!
- Implementation – kickoff setup & onboarding
- Operationalization (Empowerment) – train team
- Success – regular check-ins & resources
Enrique adds helpful resources to Accord such as a price quote and call recordings. Even if a prospect may not buy Assemble, he leaves the formalization and onboarding stages in the playbook to show how he supports them after purchase, so they have a clear picture.
Who is this playbook for?
SaaS sales and success teams with deals ranging from $10-100k or above. Enrique focuses less on deal size and more on quality of the opportunity when deciding whether to use the MAP, however. If the customer has a strong use case or relationship, he uses the MAP to loop in all other stakeholders and make it easier to collaborate.
How should I use this playbook?
Enrique’s advice for using and adapting this playbook:
- Less is more
Avoid overwhelming your customer when introducing the playbook. Walk them through it live and show how the initial steps (discovery call, etc) have already been completed – this will help make the rest of the process seem less daunting!
- Speak to your champion personally
Adjust the language in your playbook to speak personally to your champion – less “[Account Name]” and more “you”. You’re partnering with them to convince the rest of their team who haven’t seen the value of your solution yet.
- Constantly iterate and improve
Don’t be afraid to change the playbook as you go. Adjust it based on customer feedback and what you’ve seen work for your team. Enrique is iterating on his MAP every week, sometimes every day!
.svg)