How do I automate handoffs between marketing, sales and customer success?
Leads stall between marketing and sales. New customers repeat everything to customer success. Both are handoff problems.
- Leads fall through gaps.
- Customers repeat themselves.
- Who owns what?
Agree definitions for each stage and what must be true to move. Make the key fields required at each handoff. Automate owner changes, tasks and alerts. On closed-won, create the onboarding record with deal notes, goals and contacts so customer success starts informed. Measure time between stages.
Key handoffs
| From and to | Must include |
|---|---|
| Marketing to sales | Source, fit, activity |
| SDR to AE | Qualification notes |
| Sales to CS | Goals, contacts, promises made |
| CS to sales | Expansion signal |
How we look at it at ShoutEx
We set up stages, required fields and handoff automation. Marketing and sales SLA covers agreements.
- Undefined stages.
- Handoffs by Slack.
- Promises lost after close.
- No timing data.
- Agreed definitions.
- Required fields.
- Automatic tasks.
- Stage timing tracked.
What operators and researchers say
Here is what operators say.
Delays between teams cost deals.
Read the article →Community summaries describe recurring themes in public threads, not individual posts. Vendor pages describe vendor claims, so test them on your own calls.
Read next
Go deeper in the ShoutEx guides, or check the sources behind this answer.
We'll set up stages and handoff workflows.
Book a call →Follow-up questions
Should AI write handoff notes?
From call notes, with review.
Do we need a CS platform?
Not to start.
Who defines stages?
Marketing, sales and CS together.