Step 1
Introductory Call
Get started quickly! Prepare for kickoff and get to know each other.
30 minute - 1 hour meeting
During this stage, your Success Architect will:
- introduce themselves and the Qualified Implementation Process™
- scope the project and discuss timeline and potential roadblocks
- determine participants in future calls
- provision the team with access to Qualified
- share the implementation workbook and project management tracker
- schedule kickoff call with broader team (if needed)
Things to consider:
- Are there any topics you’d like your Success Architect to focus on during kickoff?
- Are your web developer and Salesforce Admin available as we start technical setup?
- Who would be the best backup point-of-contact during and post-implementation?
- How do you prefer to track project status?
- What would be your ideal go-live date?
Step 2
Kickoff Call (Optional)
Let’s launch Qualified and Conversational Sales & Marketing!
30 minute - 1 hour meeting
Primary & Backup POC
Executive Sponsor
Marketing Leadership
Sales Leadership
Salesforce Admin
Webmaster or Web Developer (optional)
During this stage, your Success Architect will:
- overview the Qualified Platform to all stakeholders
- share our implementation framework
- discuss timeline and potential roadblocks
- align on what KPIs are most important
Things to consider:
- What KPIs are most important to you and your business?
- Are there any security items or potential blockers that will need to be resolved?
Step 3
Technical Setup
We'll place Qualified on your website, connected to your systems.
Allow at least one day, more if you require sandbox testing
Primary & Backup POC
Marketing Automation Admin
SSO Admin
Salesforce Admin
Webmaster or Web Developer (optional)
During this stage, your Success Architect will:
- discuss the architecture of Qualified
- confirm that the Javascript is added to your website
- discuss user management and single sign-on
- validate connections to Salesforce and other integrated systems
Things to consider:
- Do you have an identity provider or use SSO?
- Qualified is a Salesforce connected app and integrates as an API user; we highly recommend creating a dedicated user for Qualified.
- Will you need to test Qualified in a Salesforce sandbox first?
- Where will leads be created? We recommend creating in Salesforce first.
- Do you use Slack or Microsoft Teams? Consider what types of alerts you would like.
Relevant University Articles:
Integrations with Qualified
Installing the Qualified Javascript
User Permissions in Qualified
Connecting to Salesforce
Using your Salesforce Sandbox
Configuring Single-Sign-On in Qualified
How Qualified Uses Cookies
Step 4
Requirements
Using the Qualified Framework™, our team will gather your requirements.
1 hour - 2 hour meeting
Primary & Backup POC
Demand Gen & Marketing Operations
Salesforce Admin
During this stage, your Success Architect will:
- use the Qualified Framework™ to gather your business requirements
- walk through how we’ll use visitor segments and routing to meet your requirements
- discuss visitor fields and mapping to Salesforce or your marketing automation platform
- configure the platform for your live chat, meeting booker and chatbot needs
- document custom experiences designed for the types of visitors on your website
The Qualified Framework™
To gather your requirements, we’ll use our Qualified Framework™ and ensure each experience served to your website visitors is built just for your company’s needs.️
Website
Visitor ID
How does Qualified identify website visitors?
Using first-party cookies, URL parameters, target account matching and reverse IP lookups.
Visitor 360
data mapping
How will you identify qualified leads? What information needs to flow to Salesforce?
Map systems to form a composite view of every visitor and relevant fields.
Segments & Live streams
How do you want to segment visitors based on your go-to-market strategy?
For example, by open pipeline, target accounts, paid advertising or existing customers.
Routing &
alerts
Who will have conversations with leads? What about unqualified leads?
Configure sales rep teams and groups, target account routing and immediate alerts.
Bespoke Experiences
What do you want your VIP buyers to experience on your site?
Create personalized website experiences to optimize conversion
Performance Tracking
How do we measure funnel, conversion and sales rep performance?
Understand opportunity influence, pipeline generation, conversation analytics and rep performance.
Step 5
Experience Build
We’ll build experiences and configure Qualified for you.
Allow 4-5 days with follow-up involvement and feedback
Primary & Backup POC
Demand Gen & Marketing Operations
Salesforce Admin
During this stage, your Success Architect will:
- create bespoke experiences, routing rules, deflection flows and more for you
- configure routing, visitor fields, reverse IP, performance tracking for you
- identify opportunities for automatically and manually triggered experiences
- discuss opportunities for ABM or target account experiences and strategies
- advise your team on targeting based on campaign, Outreach or visitor data
- work with you until you’re satisfied with the proposed initial configuration
Relevant University Articles:
Creating an Experience
Creating Experiences for Target Accounts
Introduction to Reverse IP
Setting up Visitor Fields
Configuring Live Streams
Step 6
System Validation
Together, we’ll review and test your configuration until it’s satisfactory.
Allow 2-3 days depending on test coverage
Primary & Backup POC
Demand Gen & Marketing Operations
Salesforce Admin
During this stage, your Success Architect will:
- validate Qualified configuration and integrations with your other business systems to ensure everything is working as expected
- test proper configuration of Qualified data mapping
- ensure data is correctly flowing between all of your business systems
Things to consider:
- We will provide test scripts including a number of sample test scenarios for experiences, the Qualified app and validating integrations between other systems.
Relevant University Article:
Testing Experiences
Step 7
Sales Training
We’ll train your sales reps and teams on our product & best practices.
2-3 one hour meetings with larger sales rep teams
Primary & Backup POC
Sales Leadership
Sales Reps
During this stage, our team will:
- lead a product tour, hands-on training and provide best practices for your sales reps
- confirm your go-live date and build adoption and awareness among your team
Things to consider:
- We highly recommend scheduling our best practices training after sales reps have had at least a few dozen opportunities to chat with website visitors.
- We encourage SDR managers to play a role in building sales rep adoption and awareness -- hold contests, consider daily check-ins and bring feedback to your Success Architect.
Relevant University Article:
Sales Rep Quick Start Guide
Step 8
Go-Live
We’ll activate your experiences and review how it’s performing.
1 hour meeting, 30 days after go-live
Primary & Backup POC
Executive Sponsor
Marketing Leadership
Sales Leadership
During this stage, your Success Architect will:
- activate your experiences and check-in with you throughout your first week
Things to consider:
- Are there experiences or features we weren’t able to develop before go-live? Your dedicated QSA is available to help you implement, optimize and improve your experience working with Qualified
- Your QSA will provide recommendations to get the most value out of Qualified during your first week and ensure that you are seeing value as soon as you go-live
Step 9
Optimization
We’re there for you as strategy partners, implementation consultants and more.
As needed ad-hoc support, throughout your contract
During this stage, your Success Architect will:
- If included in your contract, your Success Architect will support you with full service year-round optimization of your Qualified account as your priorities, campaigns and sales processes evolve
- We’ll handle configuration changes, new feature rollout, A/B split testing, business and KPI reviews for leadership teams and provide ongoing strategic guidance in your use of Qualified
Step 10
Showcasing Value
We’ll facilitate KPI reviews and review ROI and recommendations for Qualified.
As needed on an ad-hoc or yearly basis, throughout your contract
Primary & Backup POC
Marketing Leadership
Sales Leadership
During this stage, your Success Architect will:
- facilitate a KPI review, reviewing your ROI of Qualified including influenced pipeline and revenue, including leads created by Qualified
- provide an engagement funnel showing how your website is facilitating visitor conversations, generating leads and booking meetings
- provide benchmarks and recommendations for optimizing your use of the Qualified platform
Things to consider:
- Our team is standing by to partner with you and happy to review your account and provide a KPI review for you or your executive team as needed.
