CUSTOMER-ONBOARDING5 MIN READ
Align the Champion on First Value
Ask champion questions that define first value and customer-owned next steps.
Morgan M Customer champion 1 Acknowledge 2 Narrow 3 Own Champion call 20 sec The moment Morgan wants training for every user before the sponsor review. You need to protect a smaller first value proof. If training becomes the goal, value proof gets delayed. 7d until sponsor review 42 users in scope
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