The Business Development (BD) team in 2i2c is responsible for our system of sales and cost recovery.
Broadly, our sales processes span two main flows:
Customer Relationship Management (CRM) - This covers Pre-sales and Sales stages, championed by the Business Development team
Delivery - This covers everything in the Delivery stage. The Delivery Enablement and P&S teams are the champions.
Where work lives¶
BD tracks its work across three places:
Cross-team work items: BD items on the Operations Board
Sales pipeline status and activities: See Customer Relationship Management (CRM)
Anything requiring CS&S action: See Asana project with CS&S
Slack channels¶
#business-developmentSlack channel is for discussions around the business and membership lifecycle.#business-development-hubspot-updatesis for tracking ongoing conversations around automated updates from HubSpot.
Sales playbook¶
Our Sales Playbook is an Asana project that describes common actions that must be taken throughout the sales process.
Deal naming convention¶
For HubSpot Deal naming, see the How do I? > Choose the name for a deal? section of the HubSpot and CRM guide.
Service agreements¶
Service agreements are based on the Outbound Services Agreement template developed collaboratively with CS&S. Agreements include:
Scope of services (hub specifications, support levels, consulting hours if applicable)
Pricing structure (annual membership fee + monthly usage fees)
Contract term and renewal provisions
Service level commitments
Agreements are finalized through Dropbox Sign and trigger the delivery handoff process.