Modern Work & Security SMB Partner Sales Acceleration Program (PSAP) — Lesson 4: Sales Plan, Partner Execution and Customer Success

Learning Objectives

• Develop stakeholder, proposal, licensing, services, timeline, proof, close, and follow-up actions
• Plan adoption, success measures, expansion, renewal, support, governance, and continuous value
• Validate sales plan, partner execution and customer success decisions with documented requirements, test evidence, risk controls, and measurable acceptance criteria

Detailed Topics

• Develop stakeholder: Develop stakeholder, proposal, licensing, services, timeline, proof, close, and follow-up actions
• Plan adoption: Plan adoption, success measures, expansion, renewal, support, governance, and continuous value
• Validate sales plan: Validate sales plan, partner execution and customer success decisions with documented requirements, test evidence, risk controls, and measurable acceptance criteria

Guided Demonstration

1. Review the requirement, users, data, dependencies, permissions, risks, and expected result.
2. Demonstrate the relevant configuration, creation, analysis, migration, administration, or support workflow step by step.
3. Capture settings, outputs, logs, screenshots, calculations, test results, and other useful evidence.
4. Compare the observed result with acceptance criteria and explain any corrective action.

Hands-On Activity

Create an account action plan and customer-success roadmap.

• Document assumptions, prerequisites, and the planned sequence before starting.
• Complete the activity and preserve evidence of normal, boundary, and failure behavior.
• Record issues, corrective actions, reusable notes, and the next improvement priority.

Scenario Analysis

• Identify the business or technical decision that must be made.
• Compare valid implementation approaches and their trade-offs.
• Consider security, privacy, accessibility, performance, support, and operational impact.

Troubleshooting Focus

• Separate symptoms from causes and collect evidence before applying a fix.
• Check configuration, data, permissions, dependencies, capacity, connectivity, and recent changes.
• Validate rollback, recovery, ownership, user impact, and business continuity.

Validation Checklist

• The requirement, scope, inputs, and expected outcome are clear.
• The selected design or configuration is documented and follows approved standards.
• Normal, boundary, failure, security, accessibility, and operational conditions are reviewed.
• The result is supported by evidence and the next improvement is prioritized.

Lesson Outcome

Learners can explain and apply Sales Plan, Partner Execution and Customer Success in a realistic scenario and validate the result with documented evidence.