Lever 1: Demand & Revenue Generation

Philosophy: Pipeline is Power 

Sales success starts with proactive outreach. Close to 50% of companies in our ICP (ERP customers with 30–300 employees) do not yet have a CRM solution. These are prime targets. By acting with a hunting mindset, using the right tools, and addressing red flags early, partners can win more deals and win them faster.

Impact on our Must-Win Battles 

Supercharge Customer Acquisition – Create and convert more high-quality opportunities by actively targeting the right prospects. 

Deliver Amazing Customer Experience that Grow Promoters – Win the right customers with the right solution from the start, setting the stage for long-term satisfaction and loyalty.  

What You Do (Partner’s Role) 

Be Proactive: 

• Take full ownership for building your net new sales pipeline. 
• Identify ERP customers in your portfolio who do not yet have CRM — these are prime prospects. 
• Work with your PDM/PAM to curate this list so it qualifies for SuperOffice ABM (Account-Based Marketing) investment. On the agreed list, SuperOffice will activate ABM programs. 
• Use Campaign Launch Kits to generate leads and open new conversations. 
• Register all new opportunities in the lead form to secure lead ownership. 

Qualify Early & Progress Deals: 

• Use Discovery Calls with AI prompts to prepare effectively and uncover real needs. 
• Build Impact Cases for opportunities above NOK 100,000 to demonstrate value and secure management buy-in. 
• Maintain one or more demo tenants to tailor presentations to customer needs. 
• Commit to an annual net new ARR sales target, with a 3x pipeline-to-target ratio per quarter. 
• Join bi-weekly pipeline meetings with SuperOffice for deals over NOK 80,000. 

Marketing’s Role: 

• Create win stories from successful deals and publish them on your website and social media. 
• Amplify visibility of your SuperOffice offering through campaigns and success stories. 

Watch for Red Flags

To succeed with these prospectys, we have refined our own SuperOffice Selling Mathod (SSM) If you experience some of these red flags, either fix them fast or qualify out. We are help to assist along the way. 

• Prospect is outside our ICP (size/segment) 
• Price range is a blocker 
• They have an on-par existing CRM 
• No quantifiable pain or business goal 
• Problem is not a business priority / no compelling reason to act 
• No evaluation plan or named decision-makers 
• No power sponsor or sponsor has little influence 
• Deal is cost-driven, no appreciation for value 
• Decision criteria don’t match SuperOffice capabilities 
• Decision-makers are not engaged 
• No timeline, unclear procurement process, or deal goes quiet despite follow-up 

What We Do (SuperOffice’s Role) 

• Build trust between partner and PAM/PDM as an early resource in important cases — helping progress deals, ensuring the right resources and information are provided when the partner brings new leads. 
• Provide Campaign Launch Kits for lead generation. 
• Provide Discovery Call templates & AI prompts. 
• Provide Impact Case templates for deals above NOK 100,000. 
• Offer PAM/PDM and pre-sales resources in complex deals. 
• Supply demo tenants and help tailor them for key opportunities. 
• Share incoming leads with the most relevant partner based on geography, focus, and win rates. 

KPIs 

• Net new ARR generated per year 
• Number of opportunities registered via the lead form 
• Pipeline-to-target ratio (3x) per quarter 

Resources 

• Campaign Launch Kits 
• Discovery Call templates & AI prompts 
• Impact Case templates 
• Lead registration form 
• Selling Partner Community – Leaderboards in Forums