Success Criteria Definition

On first 8-10 opportunities past discovery, ask: 'How will you know this purchase was successful 90 days after going live?'.

Guide prospects to define 3-5 specific, measurable success criteria (e.g., 'Reduce manual work by 10 hours/week', 'Increase conversion rate by 15%', 'Achieve ROI within 6 months').

Probe for quantifiable metrics: 'What specific number would you need to see to consider this a success?'.

Document success criteria in Attio with specific metrics, timelines, and stakeholders responsible for measuring success.

Validate achievability: confirm your product can deliver on these criteria; flag any stretch goals that need careful expectation setting.

Track PostHog events: success_criteria_defined, quantifiable_metric_established, achievability_validated, mutual_agreement_reached.

Use success criteria to structure POC or trial: 'Let's set up a 2-week test specifically measuring [criterion]'.

Set pass threshold: Define success criteria with ≥8 opportunities in 1 week with ≥80% having quantifiable metrics.

Measure correlation: track whether deals with defined success criteria close at higher rates and have better retention.

Document which success criteria definition approaches work best; proceed to Baseline if threshold met.