SPICED AE to CS handoff
We have created a methodology specific to a recurring revenue business, in order to address the full customer journey. This methodology is called SPICED.
You can see in Figure 3 that MEDD(P)ICC focuses on the criteria that the seller needs to close the deal, while SPICED is a customer centric methodology that focuses on helping the customer realize the impact they are seeking.
The SPICED framework can be used across all stages of the sales process. Here, we show how it works in the hand-off from Sales to Customer Success. As you can see in the boxed area labeled ‘TRANSFER CRITICAL ACCOUNT INFO’, during the handoff a strong focus should be placed on reestablishing the impact a client wants. After all, recurring revenue is the result of recurring impact.
Most relevant during:
GTM Fit phase
Scale phase
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
