Reactivation Requirements at CS ?

Here’s what really happened:

Everything changed after the Predictable Revenue modelling wave.
Commercial acumen across the funnel got diluted.
Ownership of key stages vanished.
And suddenly, entire functions like Customer Success were left trying to fill gaps that were never supposed to be theirs to begin with.

The result?
People started treating CS like a reaction team —
instead of what it should be: the final movement in a symphony of alignment that starts way back in business development.

Anyone who’s ever run actual GTM —
or remembers when CS sat under Head of Sales (where ownership was tight and visibility real) — knows:
Most of what’s being said right now is a giant red flag.

Everything these talking heads claim CS should “figure out” was already covered…
In the handover pack.
In the Communication Plan.
In the live quoting day presentation day.
In the deal design process.

If your CS team doesn’t have:
• A structured intake form
• Commercial visibility
• A mapped-out Communication Plan…
Then the issue isn’t your CS team —
It’s your architecture.

Here’s what it should look like:
A Live Quoting or Demo Day that includes:
→ Full Buying Committee
→ End Users
→ Live quoting, objections handled, technical walkthrough
→ Commercial Deal Pack issued on the spot
→ Segway into onboarding & Communication Plan
→ Stakeholder alignment before the deal is signed

Inside that Communication Plan?
→ Meeting cadence
→ Site visit expectations
→ Key KPIs
→ Reporting framework
→ Sister companies
→ Parking and safety protocols (yes, really)

All of it pre-aligned.
All of it owned at the right stage.
All of it part of a system that doesn’t leak soul, trust, or margin.

⸻

That’s what we build at CRO School.
Not just a sales process — a Revenue Alignment Architecture™.
Because no sales methodology can fix a system that was never coherent in the first place.
You don’t need more frameworks.
You need to close the circuit.

⸻