You've been drafted...now what?
By Ellie Wu
I am fascinated by the parallels I see between football & business and the NFL Draft last week, for me, punctuated the importance of our role as Customer Success within organizations.
Getting drafted is a huge milestone. Rightfully so - the amount of sacrifice and commitment that is required to arrive on that stage deserves to be celebrated with maximum elation. It also reminds me of what happens when you win a new logo after a testing and lengthy sales cycle. Then it hits.
As I witness the jubilation across the faces of these young men and their families relishing in this monumental achievement, I wonder if they realize this is just the beginning. Similarly, the celebration from when customers choose us must also be met with the understanding that once our company has been drafted to fill our customers' largest business gap, we're expected to deliver on the perceived promises. Get them to their goals, no matter how lofty or ambitious.
Will the sales pitch be a preview of what's to come? Or will it be a scrapbook of what might have been?
I will leave you with the tale of two drafts and have you decide your draft story with customers. First, we've got Florida Gator golden boy, Heisman Trophy winner, first-round draft pick Tim Tebow. The record he set during his NFL career was to be the only QB under 30 to win a playoff game and never start in another NFL game . He is now pursuing professional baseball with a minor league contract. Then, we've got the 199th overall pick in the sixth round of the 2000 NFL draft, Tom Brady who will go down in history as (arguably) one of the best QBs of all time and the most outstanding draft pick ever. Even after five super bowl wins and professional hiccups, his commitment never waivers, and he is still pushing himself.
So, the next time you hear cheers for a new logo, ask yourself (as a champion in every customer's success) ... what kind of draft does your company want to be?
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