If you’re responsible for your product’s onboarding, you can learn a lot by finding out what questions your sales team use to identify champions, and also the resources they provide to help them convince others on their team.
When it comes to onboarding, it’s easy to think everyone will follow the linear paths you’ve wireframed. But groups of people rarely follow such neat paths. Instead, you should assume at each step of your onboarding that the task at hand may be someone else’s job. That way, you can build a flexible onboarding that adapts to different kinds of people, and support larger companies too.
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