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Prep call · Friday 25 September 2026
Meeting agenda

Friday 25 September
· the prep call

A working session to set up the two days in October. We walk the agenda, line up access, and sort the logistics, so the time in New York goes straight into the work.

The agenda

Four groups

Open whichever you want to work through.

AThe October agenda
Day 1 and Day 2
Tuesday 13 October
Your business, your people
9:00
Stakeholder introductionsMarketing, sales and RevOps. Roles, what each person owns, who reports this program upward.
9:45
Overall marketing objectivesWhat marketing is accountable for this year, what gets reported up and to whom, and where this program shows up in that. Alyson and Kathryn.
10:45
Break
11:00
The account landscapeHow the candidates were chosen, what each is worth, what is already in flight.
12:00
Lunch, working
12:40
Sales objectives: where deals stallAccount by account with Vaneet and the sellers. Access, business case, competing priority, procurement, champion turnover.
14:05
Break
14:15
Pick the ten, and the comparison tenThe named list agreed, and ten matched accounts selected so we can show the difference the program makes.
15:00
RevOps, Salesforce, definitions and attributionCurrent state. Access confirmed working, opportunity records and stage hygiene, what definitions exist today and what is already instrumented.
16:00
Happy hourWith the Zip team, including Alyson.
18:30
DinnerWith the Zip team.
Wednesday 14 October
Agreeing what counts
9:00
Read back of day oneWhat we heard, corrections and open items, with a night to work with it.
9:30
Definitions: agreeing themStages, what counts as a qualified opportunity, where marketing hands to sales, what counts as influenced. Signed off by sales leadership in the room.
11:00
Break
11:15
Attribution and measurementHow movement gets attributed, how the comparison group is read, what each review contains, what gets recorded as baseline.
12:30
Lunch
13:15
Messaging and creative directionBuilt on what the sellers said on Tuesday.
14:15
The six month calendarExecutive moments, field activity, sequencing. Dates and owners.
15:00
Governance and the first thirty daysWeekly cadence, named owners each side, and what lands in the four weeks after we leave.
16:00
Close
Both of your changes are applied. Definitions and attribution now sit in the Day 1 RevOps block as current state, and the Day 2 session is where they get agreed and signed off. The Day 1 read-back moved to Wednesday morning, which gives the team a night with what the sellers tell us.
BAccess and inputs
5 items
Salesforce access Start now Who approves it and the typical lead time, including any security review or background check step. Starting this week means the Day 1 afternoon session can happen live inside the system.
Alyson · Zip RevOps
Candidate account list Nice to have The candidates with their open opportunity records. With these by 6 October we arrive with a scored view and a recommended ten to work through together.
Alyson · Vaneet
Marketing and sales definitions that exist today Nice to have Stage definitions, lead and qualification criteria, handoff points. Whatever is written down, as it is.
Zip RevOps
MBR and QBR marketing reports Nice to have Whatever you and Kathryn present today. Seeing how the data is laid out lets us align our reporting and design to it, so this program lands in the format leadership already reads.
Alyson · Kathryn
Other system access Project management and documentation tools, whether that is Monday, ClickUp, Confluence, Asana or something else. Plus marketing automation and reporting, and the ad accounts when programs start.
Zip
CPeople and sellers
4 items
Zip attendees, by name Must have A list we can map against the agenda: who joins which session, and their role. A copy and paste is fine. We can walk through it together on Friday and build each session around the right people.
Alyson
How the sellers are supported today What they get from marketing today and what has worked well. These are accounts the reps know deeply, so we want to build around how they already run them.
Vaneet · sellers
What the sellers leave with Every rep walks out on the 13th with a clear plan for their accounts: what the program drives forward, what they drive, and the next step. Worth shaping that together beforehand.
Chris · Alyson · Vaneet
How we work between now and October A weekly call from next week, a shared channel or email thread, and a named owner each side. We can set the recurring invite on Friday.
Both
DLogistics and commercial
3 items
On-site logistics Office address and badging for our team, a room for both days, guest wifi, screen and adapters. Plus the evening on the 13th: happy hour at four with you and the team, dinner after with the team. Venues, times, headcount for each and any dietary needs.
Alyson
Vendor onboarding and PO Whether Zip needs a purchase order, vendor setup in AP, or anything beyond the W-9, and where invoices should be sent.
Alyson · Zip AP
What you need from us Anything that helps you brief your leadership, or anything we can put in your hands before the 13th.
Alyson
Our side

What we will bring to the kickoff

Our delivery team kicked off on the 23rd. These are the pieces we want to work through with you in New York. They arrive as starting points, and we shape them together.

PieceWhat it isLead
Account scoringA scored view of the candidates with a recommended ten and the reasoning behind itRita, Mark
KPI frameworkThe measures we propose holding ourselves to: stage advancement, accounts moved, time held in stage, committee coverage, velocityDavid, Michael
Comparison approachHow the ten matched accounts get paired against the named ten so the comparison stands upMichael
Definitions draftA starting framework, built on whatever you already useMark
Measurement modelWhat each review contains and what gets recorded as baselineMark, Michael
We want the measures of success written down and agreed before anything runs, so there is one scoreboard everyone is working from. You should be able to say where this program stands at week one, day 30, day 45, day 90 and day 180, any time you are asked.
Close

What we each own before 13 October

Three things to lock in, and a few more that help if they land in time.

Must have

ItemOwnerBy
Salesforce provisioning startedZip RevOpsw/c 28 Sept
Attendees confirmedAlyson2 Oct
Room, badging, happy hour and dinnerAlyson6 Oct

Helpful if it lands

Candidate accounts and opportunity recordsAlyson · Vaneet6 Oct
Existing marketing and sales definitionsZip RevOps6 Oct
MBR and QBR marketing reportsAlyson6 Oct
Vendor onboarding and PO requirementsZip AP6 Oct

Ours

Account scoring, KPI framework, comparison approachInnovative Group5 Oct
Definitions draft and measurement modelInnovative Group9 Oct
Weekly governance call setBoth25 Sept
One thing to talk through on Friday. Setup runs into late November, which puts the first programs in December while retail buying committees are in peak trade. All of that setup work is internal to Zip, so one strong option is to run it through November and December and launch the first full week of January, when committees come back and budgets reset. Worth a view from you and Kathryn before the 13th so we build the calendar the way you want it.