Joel Boyd

When figuring out the cadence and what to cover, it should center on how the team defined success and the time period to achieve it. I like to stick to the following cadence and metrics... 1 Week Following Launch, Mid-Review (allowing enough time to make necessary adjustments if needed), and Final Results at the end... more details below and good luck! 1 Week Following Launch Did we do a good job of getting the word out? * Externally: Focus discussions on awareness and reach metrics (how many opens and views across email, web, and PPC, how many attendees across webinars and/or in-person events) showing visuals of content, landing pages, and ads to help sell your story. Provide context around the #s – are they good/bad and why? * Internally: Showcase where you're storing Enablement Content (like Highspot) to demonstrate the ease for reps to find information and include engagement metrics that show reps are actively using and consuming materials. What are the initial reactions? * How does sales perceive the messaging and content at launch vs. previous state (worse, same, better)? (Hopefully you've been working with them throughout and know it's better!) Provide evidence such as percent that feel worse, same, better along with quotes if able. * How many initial MQLs (meeting requests or requests for more information are there)? Good/bad why? Then set the stage on when the next check-in will be and expectations to hear more about pipeline/adoption trends and any recommended adjustments to ensure you're staying on pace to meet targets. Mid-Review (make sure to do with enough time to implement any adjustments to impact final results) How are we fairing vs. targets and timelines? Sales/Product Usage Trends * Pipeline/Billings/Usage vs. target? Are we looking good or bad to meet final targets? * Any strength or weakness in regions, verticals, or other audience types to be addressed? * Any areas of friction along the buyer journey? * How are initial thoughts on ICP fairing vs. other personas? Marketing Effectiveness Trends * Are audiences responding how we want? (sales call monitoring, field event speaking engagements) * How are conversions rates tracking across the buyer journey (see above areas of friction)? * How are Web/Content engagement times looking? Do we need to make any adjustments based on what we're seeing? Sales * More sales/partner training needed in areas? Do a quick "What's Working for Me" sales call across the team? Marketing * What content/tools can be produced to amplify areas of strength or remove friction? * Any competitive pressure we need to respond to publicly? * Need to drive more or shift program budgets? Then, like last time, set expectations for the next meeting where you'll report on final results Final Results How did the launch do vs. expectations? Sales * Sales/Product Usage Results Marketing * Did we continue to see audiences respond positively (sales call monitoring, field event speaking engagements)? * Did sellers’ comfort and familiarity with messaging continue to improve? * Where did we see strength and weakness? * If conversions were strong, did we drive enough awareness? Summary of What Worked and Needs Improvement Encourage open and honest discussions, there will always be room for improvement. With all the checks and approvers that typically go into the launch, nobody should ever feel singularly responsible for something that did well or needs improvement. Rather, it’s much more likely that areas of improvement needed more bandwidth and focus than what was available or unforeseen shifts in resources and prioritization came into play.