Signature to first value. Implementation owns it; the handoff record from Sales is the input.
Boxes marked ↗ open the page for that part of the model.
How to read this
- Kickoff happens within an SLA of signature and works from the handoff record: goals, success criteria, buying group, trial terms, promised timeline.
- First value is a gate, not a date. The success criterion written at signature is what has to be met.
- Pilots and opt-out trials are a side path with their own decision owner and time box.
- Self-serve has no kickoff; first value is a product event.
Where it connects
Diagram source: 03-onboard.drawio 03-onboard.svg
