growth playbook · Oct 22, 2026

Varicent growth playbook

Varicent has the strongest analyst position in its category (a 2026 Gartner Magic Quadrant Leader, ranked first in every evaluated use case) and a deep content library, and its hiring shows a push to turn that into pipeline: a digital director for web, SEO/AEO/GEO and conversion, a content manager, a product marketing leader, an ABM campaign manager, Workday ecosystem sellers, pricing and deal desk leaders and customer trainers.

The gap is that buyers comparing options meet Varicent through its rivals: at least 15 competitor pages are about Varicent, and Varicent publishes no comparison, alternatives or pricing page.

This playbook starts with comparison pages, AI-readable proof, tool-result routing, a pricing explainer and a planning-season campaign, then adds intent-led ABM, a Workday kit, a switching program, reviews, benchmarks and new industry pages.

Growth Score

Biggest Opportunity

Own the comparison and evaluation moment, in search and AI assistants, with the analyst and customer proof Varicent already has.

Biggest Risk

Xactly, CaptivateIQ, Everstage, Performio and Salesforce Spiff define Varicent as complex and slow in their own content, and mid-size buyers may never reach Varicent's side of the story.

Start here

The three moves to make first. Each one is written up in full below.

Publish Varicent's own comparison pages: rivals have 15 pages about Varicent, Varicent has none
List the five rivals that appear most in lost and won deals this year.
High impact First result in 1 month
Make the site readable for AI assistants: richer llms.txt and software schema
Ask five assistants "best incentive compensation software for enterprises" and record the sources.
High impact First result in 1 month
Clean the dates and labels that make content look stale
Fix the typo and the quiz label today.
Medium impact First result in 2 weeks

Your idea portfolio

20 ideas, grouped by when to run them. Open any idea for how to run it: the steps, who to approach, copy you can use, and how to measure it.

7 ideas are marked Unexpected: plays you are unlikely to have tried.

This week 6

Quick wins with a clear first action.

Buyers searching "Varicent vs Xactly", "Varicent alternatives" or asking an AI assistant which SPM tool to choose are answered by Varicent's competitors: Xactly, CaptivateIQ, Everstage (eight pages, one updated September 28) and Performio publish at least 15 pages about Varicent, while Varicent's 793-URL site has no comparison page at all. Varicent is the only vendor among them ranked first in every evaluated use case in the 2026 Gartner Critical Capabilities, and it is hiring a Director of Digital Marketing for "SEO/AEO/GEO", a content manager for "SEO and AEO" and a product marketing leader for competitive intelligence. Comparison searches are the highest-intent searches in the category.
High impactMedium effort First result in 1 month Sr. Director
First action
List the five rivals that appear most in lost and won deals this year.
How to measure it
Demo requests from comparison and alternatives pages
Now
–
Target
40 a quarter
By
2 quarters
Steps
Pick rivals
Five most common in deals.
Sr. Director, Product Marketing 2 days
Check facts
Each rival's current features and claims.
Sr. Director, Product Marketing 1 week
Write pages
Fair tables, fit, switching help.
Manager, Content Marketing 2 weeks
Legal and analyst review
Claims, trademarks, Gartner quotation rules.
Legal 1 week
Build template
Comparison layout with schema.
Senior Web Developer 1 week
Publish and link
Why Varicent, llms.txt, sitemap.
Senior Manager, Digital Marketing 2 days
Paid search
Competitor and alternatives terms.
Senior Manager, Digital Marketing ongoing
Refresh
Quarterly fact check.
Sr. Director, Product Marketing quarterly
First result
1 month
Cost
Writing time and a paid search test budget
Owner
Sr. Director, Product Marketing
Smallest test
Publish "Varicent vs Xactly" and track rankings and demos for a month.
Why it works
Ready to use
ChecklistComparison page outline
Risks and how to handle them
Evidence
The new digital director is asked to win AI-powered search. Varicent's llms.txt lists product pages but no customer results, analyst findings or comparisons, and the product pages carry only Organization markup, no SoftwareApplication, FAQ or review data.
High impactLow effort First result in 1 month Director
First action
Ask five assistants "best incentive compensation software for enterprises" and record the sources.
How to measure it
Citations in 20 tracked questions
Now
–
Target
10 of 20
By
2 quarters
Steps
Baseline
20 buyer questions across assistants.
Senior Manager, Digital Marketing 2 days
Extend llms.txt
Proof, comparisons, FAQs.
Manager, Content Marketing 2 days
Add schema
SoftwareApplication, FAQ.
Senior Web Developer 1 week
Write FAQs
Product and industry pages.
Manager, Content Marketing 1 week
Validate
Rich results test.
Senior Web Developer 1 day
Track
Monthly citation check.
Senior Manager, Digital Marketing monthly
First result
1 month
Cost
Staff time only
Owner
Director, Digital Marketing & Web Experience
Smallest test
Add FAQ markup to the Incentive Compensation page.
Why it works
Risks and how to handle them
Evidence
Seven 2022-era news pages carry a sitemap date of October 19, 2026, the benchmark quiz is still labelled "2025" while the 2026 Market Spotlight is promoted, and the customer page has an industry typo. Search engines distrust last-modified dates that change without content changes, and buyers notice old labels.
Medium impactLow effort First result in 2 weeks Manager
First action
Fix the typo and the quiz label today.
How to measure it
Pages with mismatched dates or labels
Now
–
Target
0
By
1 month
Steps
Fix labels
Quiz and typo.
Manager, Content Marketing 1 hour
Check sitemap dates
HubSpot settings.
Senior Web Developer 1 day
Add visible dates
Tools and guides.
Senior Web Developer 2 days
Review old news
Keep, archive or noindex.
Manager, Content Marketing 1 week
Update quiz data
2026 benchmarks.
Manager, Content Marketing 1 week
Monthly check
Crawl for stale labels.
Senior Manager, Digital Marketing monthly
First result
2 weeks
Cost
$0
Owner
Manager, Content Marketing
Smallest test
Update the quiz to 2026 this week.
Why it works
Risks and how to handle them
Evidence
Varicent offers 21 tools, from a 7-minute Revenue Planning Scorecard to a benchmark quiz against 1,400 leaders. Someone who just scored their own plan has told Varicent exactly where they struggle, and Varicent is hiring BDRs who qualify with MEDDICC.
High impactLow effort First result in 1 month Business Development Represen…
First action
Measure today's time from tool completion to first touch.
How to measure it
Meetings from tool completions
Now
–
Target
+50%
By
1 quarter
Steps
Map fields
Scores and answers into Salesforce.
Marketing Operations 1 week
Set routing
Target-size companies to sellers.
Marketing Operations 2 days
Write openers
One per tool.
Business Development Representative (Associate Seller) 2 days
Add nurture
For smaller companies.
Senior Campaign Manager 1 week
Coach
Weekly call reviews.
Sales Development Manager weekly
Track
Meetings by tool.
Marketing Operations monthly
First result
1 month
Cost
Staff time only
Owner
Business Development Representative (Associate Seller)
Smallest test
Route one week of scorecard results and compare meetings.
Why it works
Risks and how to handle them
Evidence
There is no pricing page, and CaptivateIQ's switch page promises "no hidden costs". Varicent is hiring a Director of Pricing Strategy and a Deal Desk leader to cut deal cycle times; buyers who cannot estimate cost add a round of calls.
High impactMedium effort First result in 1 month Director
First action
List the five inputs the deal desk uses to price a deal.
How to measure it
Days from first meeting to proposal
Now
–
Target
-20%
By
2 quarters
Steps
List inputs
What drives price.
Director, Deal Desk & Pricing Strategy 1 week
Write the page
Drivers, timelines, inclusions.
Sr. Director, Product Marketing 1 week
Build the form
Same inputs as the deal desk.
Senior Web Developer 1 week
Route
Estimates to sellers with data.
Marketing Operations 2 days
Train sellers
Use the same story.
Sales Enablement 1 week
Measure
Cycle time and win rate.
Director, Pricing Strategy and Operations quarterly
First result
1 month
Cost
Staff time only
Owner
Director, Pricing Strategy and Operations
Smallest test
Publish the implementation timeline section first.
Why it works
Risks and how to handle them
Evidence
Incentive plans, quotas and territories are rebuilt before each fiscal year, and the new Senior Campaign Manager runs integrated and account-based campaigns. Varicent already has the assets: the Revenue Plan Quality Checklist, the scorecard and the 2026 Market Spotlight.
High impactMedium effort First result in 1 month Senior Campaign Manager
First action
Pick 200 target accounts with fiscal years starting in January.
How to measure it
Opportunities from campaign accounts
Now
–
Target
25
By
1 quarter
Steps
Pick accounts
200 with January fiscal years.
Senior Campaign Manager 1 week
Package assets
Checklist, scorecard, report.
Manager, Content Marketing 1 week
Launch ads
LinkedIn to target accounts.
Senior Manager, Digital Marketing 1 week
Run webinar
Customers on plan fixes.
Senior Campaign Manager 1 month
Follow up
Associate Sellers on engaged accounts.
Business Development Representative (Associate Seller) ongoing
Measure
Pipeline by account.
Marketing Operations weekly
First result
1 month
Cost
Ad budget
Owner
Senior Campaign Manager
Smallest test
Email the checklist to 50 target accounts this week.
Why it works
Risks and how to handle them
Evidence

This quarter 8

The core plays for the next three months.

Rivals publish Varicent comparison pages because buyers search them, and the Senior Campaign Manager is hired for ABM on net-new accounts. Accounts reading SPM comparisons or alternatives content are in market now.
High impactMedium effort First result in 1 quarter Senior Campaign Manager
First action
Trial one intent data source for a month.
How to measure it
Opportunities from intent-led plays
Now
–
Target
15 a quarter
By
2 quarters
Steps
Pick sources
Review-site and B2B intent.
Marketing Operations 2 weeks
Define topics
Comparisons and category terms.
Senior Campaign Manager 1 week
Weekly list
Accounts above threshold.
Marketing Operations weekly
Run the play
Ads, offer, story, outreach.
Senior Campaign Manager weekly
Sales handoff
Opportunity notes.
Business Development Representative (Associate Seller) weekly
Measure
Pipeline vs. non-intent accounts.
Marketing Operations monthly
First result
1 quarter
Cost
Intent data subscription
Owner
Senior Campaign Manager
Smallest test
Run the play on 20 in-market accounts.
Why it works
Risks and how to handle them
Builds on
Evidence
Varicent is hiring two Workday ecosystem roles measured on Workday-sourced pipeline, and it has over 150 joint customers and a certified integration. Workday sellers need a two-minute story; Workday HR and finance buyers need a page that speaks their language.
High impactMedium effort First result in 2 quarters Ecosystem Growth Executive Wo…
First action
List the joint customers willing to be referenced.
How to measure it
Workday-sourced opportunities
Now
–
Target
20 a quarter
By
3 quarters
Steps
Find references
Joint customers.
Ecosystem Growth Executive - Workday 2 weeks
Write the brief
Two-minute story.
Sr. Director, Product Marketing 1 week
Build the page
Workday buyers.
Senior Web Developer 2 weeks
Record demo
Integration in five minutes.
Sr. Director, Product Marketing 2 weeks
Run enablement
Workday seller meetings.
Ecosystem Growth Executive - Workday monthly
Joint webinar
Quarterly.
Senior Campaign Manager quarterly
Track
Workday-sourced pipeline.
Marketing Operations monthly
First result
2 quarters
Cost
Staff time only
Owner
Ecosystem Growth Executive Workday
Smallest test
Run one enablement meeting with the new brief.
Why it works
Risks and how to handle them
Evidence
Rivals market "go live in weeks, not months" against Varicent. Varicent's stories show fast results (plan rollouts in eight weeks, 30% fewer disputes), but there is no page for teams leaving spreadsheets or an older tool.
High impactMedium effort First result in 2 quarters Sr. Director
First action
Collect timelines from the last ten implementations.
How to measure it
Replacement deal win rate
Now
–
Target
+10 points
By
3 quarters
Steps
Collect timelines
Last ten implementations.
Professional Services 2 weeks
Define scope
Common plan types.
Professional Services 1 month
Price it
Fixed fee.
Director, Pricing Strategy and Operations 2 weeks
Write the page
Program and stories.
Manager, Content Marketing 2 weeks
Promote
Comparison pages and ABM.
Senior Campaign Manager ongoing
Measure
Win rate and time to go live.
Director, Pricing Strategy and Operations quarterly
First result
2 quarters
Cost
Services time
Owner
Sr. Director, Product Marketing
Smallest test
Offer the program in two current deals.
Why it works
Risks and how to handle them
Builds on
Evidence
Varicent shows "4.5 out of 5" on the demo page and rivals display their review-site badges. The new trainers run the Admin Enablement Program, where admins finish feeling confident in the product.
High impactLow effort First result in 1 quarter Customer Education Trainer
First action
Count reviews from the last three months.
How to measure it
Reviews from enablement cohorts
Now
–
Target
40 a quarter
By
2 quarters
Steps
Check site rules
What is allowed.
Customer Marketing 1 day
Add the ask
Final session.
Customer Education Trainer 1 week
Write the guide
What helps reviewers.
Manager, Content Marketing 2 days
Follow up
Email after training.
Customer Marketing ongoing
Use quotes
Pages and ads.
Manager, Content Marketing monthly
Track
Reviews by cohort.
Customer Marketing monthly
First result
1 quarter
Cost
$0
Owner
Customer Education Trainer
Smallest test
Ask the next training cohort.
Why it works
Risks and how to handle them
Evidence
Varicent surveyed 1,000+ revenue leaders for the 2026 Market Spotlight (AI planners "46% more likely to exceed target"), but the data lives in a report download and a quiz still labelled 2025.
High impactMedium effort First result in 1 quarter Manager
First action
Pick five charts with the strongest differences.
How to measure it
Benchmark users
Now
–
Target
5,000
By
2 quarters
Steps
Pick cuts
Industry, size, region.
Manager, Content Marketing 1 week
Design
Interactive charts.
Design 2 weeks
Build
On the site.
Senior Web Developer 1 month
Promote
Weekly chart posts.
Manager, Content Marketing weekly
Pitch press
Industry cuts.
Communications monthly
Route
Engaged users to sellers.
Business Development Representative (Associate Seller) ongoing
First result
1 quarter
Cost
Build time
Owner
Manager, Content Marketing
Smallest test
Publish one industry chart as a post.
Why it works
Risks and how to handle them
Evidence
Varicent has industry pages for financial services, insurance, media, high-tech and telecom, but its logos include life sciences and medical technology companies and its stories include manufacturers. Those buyers have specific incentive problems (territory-based reps, distributor channels, compliance).
High impactMedium effort First result in 1 quarter Sr. Director
First action
List customers in each industry who can be referenced.
How to measure it
Industry-page demos
Now
–
Target
15 a quarter
By
2 quarters
Steps
List customers
By industry.
Customer Marketing 1 week
Interview
Two per industry.
Manager, Content Marketing 1 month
Write pages
Problems, products, proof.
Manager, Content Marketing 1 month
Publish
With schema.
Senior Web Developer 1 week
ABM
Industry target lists.
Senior Campaign Manager ongoing
Measure
Demos and pipeline.
Marketing Operations monthly
First result
1 quarter
Cost
Staff time only
Owner
Sr. Director, Product Marketing
Smallest test
Publish the life sciences page.
Why it works
Risks and how to handle them
Evidence
The demo page is rich in proof but ends in a form. The new digital director owns "conversion paths", and every hour between form and meeting loses buyers to rivals who offer instant booking.
High impactMedium effort First result in 1 month Director
First action
Measure today's time from form to booked meeting.
How to measure it
Demo form to held meeting
Now
–
Target
+25%
By
1 quarter
Steps
Measure
Current form-to-meeting time.
Marketing Operations 2 days
Set rules
Who can book directly.
Sales Development Manager 2 days
Build
Scheduler after the form.
Senior Web Developer 1 week
Route
By size and region.
Marketing Operations 1 week
Test
A/B against current.
Director, Digital Marketing & Web Experience 1 month
Roll out
Winning flow.
Director, Digital Marketing & Web Experience 1 week
First result
1 month
Cost
Scheduler tool
Owner
Director, Digital Marketing & Web Experience
Smallest test
Turn on booking for one region.
Why it works
Risks and how to handle them
Evidence
Varicent has partner pages for Deloitte and KPMG. Consulting partners advise on sales compensation redesign and often recommend the platform.
Medium impactMedium effort First result in 2 quarters Alliances
First action
Agree one joint webinar with one partner.
How to measure it
Partner-sourced opportunities
Now
–
Target
10 a quarter
By
3 quarters
Steps
Pick partners
Most active ones.
Alliances 1 week
Write the POV
Co-authored.
Manager, Content Marketing 1 month
Webinar
Joint.
Senior Campaign Manager 1 month
Landing pages
Per partner.
Senior Web Developer 2 weeks
Referral process
Tracked in Salesforce.
Marketing Operations 2 weeks
Review
Quarterly.
Alliances quarterly
First result
2 quarters
Cost
Staff time only
Owner
Alliances
Smallest test
Run one joint webinar.
Why it works
Risks and how to handle them
Evidence

Big bets 3

Larger plays that can change the trajectory.

Forrester calls Varicent "the only solution evaluated with an in-depth set of AI capabilities", and the site already has 21 diagnostic tools. None lets a buyer try Varicent's AI on their own plan.
High impactHigh effort First result in 3 quarters Sr. Director
First action
Test the analysis on ten anonymized plans.
How to measure it
Meetings from analyzer users
Now
–
Target
50 a quarter
By
4 quarters
Steps
Prototype
Ten plans.
Sr. Director, Product Marketing 1 month
Privacy design
No payee data, deletion.
Security 1 month
Build
Tool and results page.
Senior Web Developer 1 quarter
Launch
Plan-season campaign.
Senior Campaign Manager 1 month
Route
Users to sellers.
Business Development Representative (Associate Seller) ongoing
Improve
From feedback.
Sr. Director, Product Marketing quarterly
First result
3 quarters
Cost
Product and engineering time
Owner
Sr. Director, Product Marketing
Smallest test
Analyze five plans by hand and send the results.
Why it works
Risks and how to handle them
Evidence
Rivals win mid-size deals on speed and simplicity. Varicent is hiring pricing and deal desk leaders and its product marketer will influence packaging.
High impactHigh effort First result in 3 quarters Director
First action
Analyze the last 20 mid-size deals lost and why.
How to measure it
Mid-size win rate
Now
–
Target
+15 points
By
4 quarters
Steps
Analyze losses
20 deals.
Director, Pricing Strategy and Operations 1 month
Define the package
Scope and templates.
Sr. Director, Product Marketing 1 month
Price it
Starting scope.
Director, Pricing Strategy and Operations 1 month
Train sellers
Package story.
Sales Enablement 2 weeks
Launch
Pages and partners.
Senior Campaign Manager 1 month
Review
Win rate and margin.
Director, Pricing Strategy and Operations quarterly
First result
3 quarters
Cost
Services and product time
Owner
Director, Pricing Strategy and Operations
Smallest test
Offer the package in three current mid-size deals.
Why it works
Risks and how to handle them
Evidence
Varicent's platform runs incentives for large enterprises across industries. Survey data (the Market Spotlight) shows opinions; platform data could show actual attainment spread, dispute rates and plan complexity by industry.
High impactMedium effort First result in 1 year Chief Marketing Officer
First action
Check contract terms for aggregated data use.
How to measure it
Index downloads
Now
–
Target
10,000
By
1 year
Steps
Check terms
Aggregated data use.
Legal 1 month
Define metrics
Attainment, disputes, complexity.
Data Science 1 month
Analyze
Anonymized data.
Data Science 1 quarter
Write
Index and summary.
Manager, Content Marketing 1 month
Launch
Elevate, press, analysts.
Chief Marketing Officer 1 month
Use in sales
Industry findings.
Sr. Director, Product Marketing ongoing
First result
1 year
Cost
Analyst time
Owner
Chief Marketing Officer
Smallest test
Publish one anonymized metric across industries.
Why it works
Risks and how to handle them
Evidence

Wildcards 3

Unexpected experiments, each with a cheap way to test it.

Compensation administrators and sales operations leaders who ran Varicent move companies. A former user at a new company is the warmest lead in enterprise software.
High impactLow effort First result in 1 quarter Business Development Represen…
First action
List admins who completed training in the past three years.
How to measure it
Opportunities from former users
Now
–
Target
5 a quarter
By
2 quarters
Steps
Build the list
Admins and sponsors.
Customer Marketing 2 weeks
Set alerts
Job changes.
Business Development Representative (Associate Seller) 1 day
Write outreach
Welcome and plan review.
Business Development Representative (Associate Seller) 2 days
Reach out
Within 30 days.
Business Development Representative (Associate Seller) ongoing
Track
Opportunities.
Marketing Operations monthly
Thank
Gift for referrals.
Customer Marketing ongoing
First result
1 quarter
Cost
Staff time only
Owner
Business Development Representative (Associate Seller)
Smallest test
Contact five former admins who moved this year.
Why it works
Risks and how to handle them
Evidence
Varicent's Elevate event features headline speakers, and the site lists 82 events. One big event a year leaves most target accounts unreached.
Medium impactLow effort First result in 1 quarter Manager
First action
List the ten best Elevate sessions.
How to measure it
Roundtable-sourced opportunities
Now
–
Target
10 a quarter
By
2 quarters
Steps
Pick sessions
Ten best.
Manager, Content Marketing 1 week
Cut clips
Short videos and articles.
Manager, Content Marketing 1 month
Plan roundtables
Four regions.
Events 1 month
Invite
Target accounts.
Senior Campaign Manager ongoing
Host
Customers lead.
Customer Marketing quarterly
Track
Pipeline by event.
Marketing Operations monthly
First result
1 quarter
Cost
Event budget
Owner
Manager, Content Marketing
Smallest test
Run one roundtable in Toronto.
Why it works
Risks and how to handle them
Evidence
Varicent customers report fewer disputes and faster payouts, and their sellers see their earnings in Varicent. A seller who trusts their pay is a quiet advocate inside the customer and at their next job.
Medium impactMedium effort First result in 2 quarters Customer Success
First action
Prototype the summary with one customer.
How to measure it
Compensation disputes at pilot customers
Now
–
Target
-15%
By
3 quarters
Steps
Prototype
One customer.
Product Management 1 month
Privacy review
Seller-only view.
Security 2 weeks
Pilot
Three customers.
Customer Success 1 quarter
Measure
Disputes and satisfaction.
Customer Success 1 quarter
Publish
Aggregated results.
Manager, Content Marketing 1 month
Roll out
As a feature.
Product Management 2 quarters
First result
2 quarters
Cost
Product time
Owner
Customer Success
Smallest test
Mock up the summary and show three customers.
Why it works
Risks and how to handle them
Evidence

How Programmable can help

Where an idea in this playbook is something Programmable builds or runs, it's listed here with what we'd do. Everything else is yours to run.

Talk

Fill the events in this plan

These ideas are events. Talk gets registrants for them and tells you who's coming and what their company does before the day.

Plan an event

Other companies we have researched, each read from what they are hiring for.

See every playbook and website review

30/60/90 roadmap

What to focus on in each month, and the ideas that carry it.

Days 1 to 306 ideas
Comparison pages, llms.txt and schema, stale-label cleanup, tool-result routing, the pricing explainer and the planning-season campaign.
Days 31 to 6010 ideas
Intent-led ABM, the Workday kit, the switching program, review asks, the interactive benchmark, new industry pages, instant booking and partner co-marketing; champion tracking and Elevate content.
Days 61 to 904 ideas
Commit to the big bets: the AI plan analyzer, a mid-size fast-start package and the compensation index; pilot the seller earnings summary.

Varicent growth playbook

Diagnosis

Publish Varicent's own comparison pages: rivals have 15 pages about Varicent, Varicent has none

Make the site readable for AI assistants: richer llms.txt and software schema

Clean the dates and labels that make content look stale

This week 6

How to run it: Publish Varicent's own comparison pages: rivals have 15 pages about Varicent, Varicent has none

Steps

Why it works

Why it works

Ready to use

Risks and how to handle them

Risks and how to handle them

Evidence

Evidence

How to run it: Make the site readable for AI assistants: richer llms.txt and software schema

Steps

Why it works

Why it works

Risks and how to handle them

Risks and how to handle them

Evidence

Evidence

How to run it: Clean the dates and labels that make content look stale

Steps

Why it works

Why it works

Risks and how to handle them

Risks and how to handle them

Evidence

Evidence

How to run it: Send every tool and quiz result to an Associate Seller within the hour

Steps

Why it works

Why it works

Risks and how to handle them

Risks and how to handle them

Evidence

Evidence

How to run it: A "how Varicent is priced" page, before rivals define it for you

Steps

Why it works

Why it works

Risks and how to handle them

Risks and how to handle them

Evidence

Evidence

How to run it: An October to January "comp plan season" campaign, when buyers redesign next year's plans

Steps

Why it works

Why it works

Risks and how to handle them

Risks and how to handle them

Evidence

Evidence

This quarter 8

How to run it: Account-based plays for accounts researching your rivals

Steps

Why it works

Why it works

Risks and how to handle them

Risks and how to handle them

Builds on

Builds on

Evidence

Evidence

How to run it: A Workday co-sell kit and landing page for the 150 joint customers and Workday sellers

Steps

Why it works

Why it works

Risks and how to handle them

Risks and how to handle them

Evidence

Evidence

How to run it: A switching program from spreadsheets and legacy ICM, with a fixed-scope migration

Steps

Why it works

Why it works

Risks and how to handle them

Risks and how to handle them