Deal Room Playbooks Powered by Dock

Close deals and onboard customers in one client-facing workspace.

Playbook Overview
When should you run this playbook?
Who to target?
Playbook goal?
Responsible team(s)?
The TL;DR

Dock is a client-facing workspace that helps revenue teams close deals, onboard customers, and manage renewals. With Dock, companies organize everything shared at each stage of the customer journey—from sales content to order forms to project plans. Along the way, leadership gets valuable analytics to calculate the sales forecast, coach front-line managers, fix broken implementations, and understand what content actually resonates.

Dock x Pocus Integration

Dock’s digital deal rooms and onboarding portals don’t just provide a seamless buying experience for your customers, they also provide your GTM team with valuable engagement signals and insights during the sales cycle. With the Dock x Pocus integration, all of these key signals are now available directly in Pocus to power your playbooks. 

Deal Room Playbooks Powered by Dock

Dock tracks deal room and onboarding portal engagement so you can run playbooks that:

  • Revive stalled deals with new engagement activity.
  • Get you to closed-won faster by understanding customer needs.
  • Identify and nurture product champions during onboarding.

While these playbooks are a great way to get started, you can always custom-build your own playbooks for your own use cases.

Playbook: Stalled Deal Has New Activity

Long sales cycles and tight budgets can lead to promising deals stalling out. But when a prospect starts to revisit deal room content after a period of inactivity, you’ve got a great signal that they’re ready to be engaged again. Get your deal back on track by running this playbook right after Dock surfaces new deal room activity.

Goal: Close pipeline by targeting stalled deals with potential.

Signal: Existing high-intent prospects that had stalled before closing begin to revisit your Dock deal room.

Action: Get back in touch right away to take advantage of the renewed interest and momentum. If possible, try to understand what has changed recently to renew their interest in your product. Because you’ve previously established a rapport with this prospect, it’s important to use a personalized, white-glove approach when re-engaging the account. Use the information from Dock to tailor your outreach strategy.

Playbook: Prospect Engages With Sales Content

Customers want to be sure a product will solve their most urgent pain points before buying, but it can be tricky to know just what matters most — and to whom. By using deal room engagement metrics you can identify the most pressing topics and run a playbook to provide additional information, moving you to closed-won faster.

Goal: Close pipeline.

Signal: Decision-makers are engaging with specific content in the deal room.

Action: When you see increased engagement with specific content pieces in your Dock deal room, reach out to provide more information. Showing that you understand your prospect’s top priorities and taking a more consultative approach to selling is key. 

Playbook: Nurturing Early Product Champion

The first 90 days of onboarding are a critical time that can make or break a product relationship. One of the best ways to ensure success and renewal down the road is to establish early product champions by identifying who is the most engaged and bought in during onboarding.

Goal: Defend against churn.

Signal: User(s) onboarding at a new account are more engaged than average.

Action: Nurture these early product champions by calling out their high engagement levels and achievements. (Hint: this can be a great time to surprise and delight them with some swag or a thank-you gift, if appropriate!) Now is also a great time to ask them about what they’re enjoying and the value they’re seeing. These supporting quotes and early wins can be used in QBRs or EBRs as social proof points.

Test, Analyze, and Iterate on Your Playbooks

Once building and running signal-based playbooks like these has become the norm for your team, it’s time to experiment, track performance, and iterate. In short, when you find something that works, double down. 

  • Review playbook performance data regularly. This may seem obvious, but it’s important to confirm that your playbook is achieving the original goal you aligned it with. Engagement metrics and customer sentiment are important, but at the end of the day, the playbook needs to be earning or protecting revenue. Pocus can help streamline this process by consolidating playbook reporting and automatically surfacing playbooks your team might be missing.
  • Run incremental tests. Don’t try to change too much, too fast when experimenting. Decide which variables might make the biggest, most immediate impact if tested. For example, you can coach reps on how to action leads faster or improve their messaging to see if the playbook performs better. Make sure to set an experimentation window during which you’ll gather and measure data.
  • Get feedback from the field. Ask your reps what they’re hearing and seeing. They’re a great front-line resource for new market patterns, which messaging resonates, and where there may be new opportunities. They may also have valuable insights on what’s not landing with leads and customers.

Send It!

Take your signal-based playbooks to the next level by integrating Pocus’ GTM platform and Dock’s digital deal room and onboarding portal capabilities. With Pocus and Dock combined, you can test and refine your playbooks, maximizing your budget and providing tangible results. Get started today and crush your pipeline goals.

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