Business Development Overview

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-development Slack channel is for discussions around the business and membership lifecycle.

• #business-development-hubspot-updates is 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.

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.