Justin <> AM Reps | August 2021

justinychu commented 3 years ago

Ongoing OKR's:

Accounts to Focus for Cam:

Accounts to Focus for Austin:

@matt-tindall @karicunard @keshia-h @camvogel

justinychu commented 3 years ago

Accounts of Focus for Justin

---DHX Television Ltd (oppty ends: 9/13/21) [20 Seats]

Intro email sent (8/12)
Received email approval (8/17)
Customer finished generating PO, sent it over for processing (8/24)
Sync'd with Cam (Austin is out on PTO this week), on how to process PO's through SFDC (8/24)
Justin put PO through SFDC & Sales Support to process order (8/24)
Waiting for Sales Support to process order, then email customer back for confirmation (TBD)

---DeepSee.ai (oppty ends: 8/29/21) [60 Seats]

Intro email sent (8/12)
Bump email (8/24)
Scheduled renewal call with Eric Oor, looped in Cam for a check in call on how everything is going (8/25)
Call schedules for (8/26)
Notes during call, see below (8/26)
Cam was able to up sell additional 10 seats after uncovering they have a healthy funding of 22M for a Series A before the call.
Flow of convo: "How's everything going", "Are you currently using anything for code scanning" (temperature check, if they recently signed with competitor hit them with a quick one liner of GHAS - to let them know if this is interesting or when time is right you can reach back out to learn more), and acknowledge some outside research you've done before the call (such as congrats them on funding or any recent news worth bringing up then).
Sending out quote for 70 Seats (10 seat up sell).

---MetroNet (oppty ends: 9/26/21) [100 Seats]

---Brierley + Partners (oppty ends: 9/25/21) [200 Seats]

---AMI-USC (oppty ends: 9/24/21) [20 Seats]

justinychu commented 3 years ago

Professional Development:

Prep before call:

Check Zendesk first - doing so to check for support tickets to see if they will bring anything up on the call
Getting idea for the company
Anything over 10million for Series A in funding are signs of good growth
Google them, get a better/ basic understanding of what their company does
Look at the SFDC account - any notes in oppty,
Quick Tip: Reference Looker to see if company is reaching their seat count. If so, reach out to let them know that they are reaching their limit and should add additional seats.
Example: "Hope your XXXX is shaping up well. I’m the Account Manager supporting XXXX over here at GitHub, and I’m reaching out regarding your Enterprise Account- From what I can see on my end, your GitHub Enterprise should be in need of additional seats soon. In anticipation of this growth, I’ve attached a quote for an additional 10 licenses prorated with your current agreement (seats are sold in packs of 10)."
Quick Tip: When searching up org on Looker, IF "2fa" (2 factor authentication) is a "no", realistically they are not mature enough to have a GHAS conversation

Resources to Lean on:

Slack: "Am-onboarding" channel is great to control, F, for any questions you might have. People are very responsive to questions and more than likely will have the answer you're looking for.

justinychu commented 3 years ago

Interview Prep:

justinychu / Justin