Whitney Stout, JDWhen your champion leaves before renewal, no one at the account remembers why it bought. A 90-day plan to make the case to whoever now owns the budget.
Whitney Stout, JDA customer using a few of the features they paid for shows which tasks the product took over. How to sort features, find who each was for, and what to ask.
Whitney Stout, JDStakeholder mapping in customer success starts after the signature. The four people whose agreement an account needs, and what each one needs first.
Whitney Stout, JDA rollout stalls after kickoff when the sponsor moves on and nothing is booked. Before kickoff ends, book two touches, name an owner, and date a first win.