My Favourite Closed-Won Process

Gabriel Marechal

1/29/20261 min read

My Favourite Closed-Won Process

Looking to tighten up your closed-won process this year?

The impact that this process has on ARR is critical and a great place to start when trying to review how you can gain clarity on your ARR numbers and speed up your customer journey in general.

And before you try to blindly automate something, I’ve seen both manual and automated flows completely flop so throwing an “intelligence” layer into the mix isn’t the be-all-end-all solution. 🤖

Like most things in RevOps, it’s a mixture of getting the right people (and systems) to do the right process consistently and at the right time.

𝗧𝗵𝗶𝘀 𝗶𝘀 𝗮 𝘄𝗼𝗿𝗸𝗳𝗹𝗼𝘄 𝘄𝗲 𝗹𝗶𝗸𝗲 𝘁𝗼 𝗯𝘂𝗶𝗹𝗱 𝗼𝘂𝘁 𝗳𝗼𝗿 𝗰𝗹𝗶𝗲𝗻𝘁𝘀 𝘄𝗵𝗼 𝗮𝗿𝗲 𝘀𝘁𝗿𝘂𝗴𝗴𝗹𝗶𝗻𝗴 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲 𝗰𝗹𝗼𝘀𝗲𝗱 𝘄𝗼𝗻 𝗽𝗿𝗼𝗰𝗲𝘀𝘀.

It not only properly allocates the revenue over the years but ensures correct setup for invoicing and prompts the team to think about the renewal and capture that information immediately.

Because close-won is a trigger for both Finance AND Customer Success, it’s extra important to get all relevant information in your system ASAP to help avoid unnecessary back and forth and keep the customer journey whizzing.

I also find it works with, rather than against, human behavior as the rep is already in Salesforce, is likely in a pretty good mood, and still hyper-aware of the contract terms.

Anyone else have little closed-won workflows they’ve implemented successfully? Always love to hear 'em!

ForecaaS Software

The Recurring Revenue Specialists for Salesforce

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