Implementation is 4-week process, designed to ensure your sales team has the insights they need to prioritize accounts, identify key stakeholders, and engage high-intent prospects.
HockeyStack's Account Intelligence offering is primarily differentiated by our ability to get you to value quickly.
What to Expect
Week 1: Kickoff & Technical Configurations
Complete discovery and connect your CRM. We'll gather information about your sales process, ICP, and target accounts.
Week 2: Admin Launch
Review your configured Account Intelligence setup. Test workflows, provide feedback, and approve for production.
Week 3: Sales Manager Launch
Enable your sales managers to understand and coach on Account Intelligence before rolling out to reps.
Week 4: Sales Rep Launch
Launch to your sales team with manager-led training. Reps begin executing on account plans and engaging high-intent accounts.
Key Success Factors
Fast CRM Access - Connect your CRM and grant proper access in Week 1
Active Feedback - Provide input after each launch phase
Manager Accountability - Sales managers drive adoption through regular coaching
What You'll Need to Get Started
HockeyStack Admins (2-3 people): Oversee configuration and manage ongoing feedback
CRM Administrator: Connect integrations
Sales Managers: Present to reps and hold them accountable
Sales Operations (optional): Support technical setup and adoption tracking
Implementation Details
Week 1: Kickoff & Technical Configurations
By the end of Week 1: All technical integrations connected and questionnaire completed
HockeyStack
Your AE will introduce you to your Customer Success Manager (CSM)
Schedule and conduct a 30-minute kickoff call
Your Tasks
Complete Kickoff Questionnaire (ICP, personas, competitors, account research needs)
Connect CRM with write access and field creation access
Configure Salesforce iFrame (if applicable)
Connect call recording and sales outreach software
Kickoff Questionnaire Preparation
Complete the Kickoff Questionnaire covering:
Sales Team Structure & Responsibilities
Product Offering
ICP (Ideal Customer Profile)
Personas
Competitors
Battlecards
Account Research Expectations
3rd Party Intent Topics
Specific account list or account filtering criteria for account plans and stakeholder maps
Technical Setup (Critical):
Connect CRM (sandbox or production)
See our CRMsdocumentation for more detailed instructions
Provide write access and field creation access to HockeyStack
Conduct 30-minute Sales Rep Launch calls (multiple sessions as needed)
Review Account Intelligence setup within CRM only (do NOT show HockeyStack Admin UI)
Led by: Sales Managers and HockeyStack Admins
Accountability & Adoption:
Sales Reps execute on account plans and reach out to high intent accounts
Sales Managers keep reps accountable through regular coaching
Admins relay feedback to HockeyStack CSM
End of Week 4: Reps actively using Account Intelligence with manager accountability established
Success Metrics
By the end of Week 4, you should see:
Sales Reps executing on account plans
Increased engagement with high-intent accounts
Sales Managers using Account Intelligence in coaching conversations
ROI tracking dashboard showing pipeline influence
Ongoing Support:
Your CSM will track ROI weekly and provide regular check-ins to optimize your Account Intelligence implementation.
Your HockeyStack CSM is responsible for tracking ROI of Account Intelligence week over week using a custom HockeyStack dashboard (outlined here: Account Intel Influence Tracker Dashboard)
Common Onboarding Pitfalls
Not connecting Salesforce / giving write access fast enough
This is the #1 driver of unsuccessful setups — We have seen many cases where the RevOps team and Sales/Marketing teams are not aligned, and CRM access gets delayed by weeks and sometimes months. This should be prevented by the Sales/Marketing teams proactively reaching out to RevOps to request help ahead of the implementation.
Not holding reps accountable
We get it, change management is tough. But if you don't perform the necessary change management and have the sales reps execute on the account plans and reach out to the high intent accounts, you won't be able to get value from HockeyStack. Keeping the reps accountable is a must, and that is also why we like to align with the sales managers before launching to reps.
Not giving feedback in between launches
Feedback is required, not optional, for the implementation to be successful. In between every launch, when some configuration or result is presented, you should provide feedback to CSM for any revisions they might want. As much as possible, outputs should be polished by the Admins and Sales Managers before the Sales Rep Launch.