Host a Template Workshop

Overview

At a template workshop, you’ll create MAP templates that will help your team be more consistent, collaborative, and transparent. Even if you don’t have a paper MAP to start from, we have examples.

Step 1: Benchmark your current MAP

• Ask a trusted reps and managers how they collaborate with customers today to know what’s working and what needs to improve. 
• Use the Clari MAP Template Benchmark Rubric in the Align Kickoff Benchmarking Guide (attached) to grade your current MAP.

Step 2: Build our your first template(s)

• Start with 1 template for a specific market segment or product. Add more later.
• What does your champion need to win internal consensus?
• How can you get past common friction points?
• What traps can you lay for competitors? 
• Will this MAP help during deal inspection?
• What files or resources would help buyers and sellers complete each milestone? 
• Keep it simple! 4-5 milestones is great to start.

Step 3: Validate your template(s)

• Ask for feedback from your trusted reps and managers.
• Ask for 1 or 2 friendly customers if something like this would have helped them buy from you.

Pro Tip:

Adding MAPs to your regular workflows does not require a big change.  Just keep your initial effort simple and targeted and based on what your reps are already doing.

Resources:

• Create a MAP from a Template
• Align Kickoff Benchmarking Guide