Every deal that skips this list costs 10–25 days.

Duplicate this page when a deal closes. Fill in the account row at the top. Work through the three gates in order. The kickoff call is not scheduled until the first gate is cleared.

Gate 1 — Accept the handoff

AE completes the acceptance standard in the CRM. CSM reviews it. Either accept, or return it with specific gaps named. The account does not move until this is done.

• [ ] Acceptance standard submitted — all six sections filled, no blanks or vague responses
• [ ] ERP / payroll system named specifically — not "their system" or "the one we discussed"
• [ ] System version and non-standard configuration documented
• [ ] Integrations required at go-live listed with standard vs. custom noted for each
• [ ] IT approval status complete — contact named, lead time confirmed, initiated yes/no
• [ ] Success criteria written in the customer's own words — specific and measurable, not "improve efficiency"
• [ ] Stakeholder map complete — champion, economic buyer, day-to-day users, IT contact all named
• [ ] Risk flags documented — budget sensitivity, timeline pressure, unresolved stakeholder concerns, competitive context
• [ ] Prior vendor documented if applicable — specific complaints captured, not just "they were unhappy"

<aside> ✅ CSM acceptance confirmed. Log it in the CRM deal record — Status: Accepted, date, CSM name. The kickoff call can now be scheduled.

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