Salesloft Implementation Service Scope

ZoomInfo Salesloft Digital Onboarding and Train the Trainer Deployment

Summary

This service scope sets forth the scope of Professional Services to be provided by Salesloft, as subcontractor of ZoomInfo, to Customer as part of any engagement where an eligible Customer (i.e. with 2001-4000 employees) receives access to Salesloft’s Subscription Services through ZoomInfo for the first time. Salesloft, in its reasonable discretion, may modify details of this service scope, as necessary to support the Customer, provided that such changes do not materially increase or decrease the overall scope of Professional Services. Salesloft may further recommend additional Professional Services pursuant to a separate statement of work, where the requested, recommended or necessary level of support for the Customer cannot be met through this service scope.

Scope

This is a packaged onboarding with a predefined scope including (as further described below) self-service, on-demand resources and a schedule of interactive workshops. This service scope is limited to the materials and Professional Services outlined below, and specifically excludes any business requirements not listed below and any perceptions or assumptions based on conversations or product demonstrations that took place during the sales process. The Professional Services outlined below will be performed against one (1) instance of Salesloft and can incorporate one (1) instance of an approved CRM, including Salesforce, Microsoft Dynamics 365, or HubSpot CRM (“CRM”). Any additional CRM instances and/or a CRM other than Salesforce, Microsoft Dynamics 365, or HubSpot will require additional Professional Services and a Change Order to amend this scope.

Digital Onboarding Overview

The Self-Service Digital Onboarding hub includes tasks to be completed by both the Customer Administrator for platform configuration and setup, and the end Users for personal settings configuration and training. Configuration will be broken into two parts: Critical Configuration and Additional Setup . The end User Onboarding Portal includes tasks to be completed for personal settings and Salesloft 101 User Training resources.

Admin Onboarding: Overview

Customer’s Salesloft administrator (“Admin”) must review the “Overview” section in the Admin onboarding portal. The following is included in the Overview section of the Admin onboarding portal for the Salesloft Admin to review:

• Project timeline expectations

• Onboard score overview

The Overview section is self-service and considered complete once all the information has been reviewed.

Step 1: Critical Configuration

Step 1 of the Onboarding Hub consists of critical configuration tasks necessary to complete before deploying Salesloft to users. The Critical Configuration section of the Hub consists of the following:

• Salesloft & CRM Integration

• Insights from Salesloft (SFDC CRM only)

• Managed Solution (Dynamics CRM only)

• Custom Tracking Domain

• TrustHub (only applicable to customers using Salesloft Dialer)

• Team Templates & Team Cadences

• User Activation & User personal setting completion

• Automation Rules

• Activation of third party integrations

Step 2: Additional Setup

Step 2 of the Onboarding Hub consists of additional settings that Customer’s team will want to configure but are not critical to deploying Salesloft. The Additional Setup section of the Hub consists of the following:

• Coaching

• Email administrative settings

• Importing & Data Management

• Plays

• Meeting Settings

• Person Stage Settings

• Hot Lead Settings

• Live Website Tracking

These steps are self-service and are considered complete when all tasks in the sections above have been completed. Completion of above self-serve steps may be done in parallel with consultant-led service scope activities, as follows.

Phase 1: Plan

The Plan phase includes Project kickoff and alignment on project plan with core Customer project team.

Project Kickoff:

The following tasks will be addressed during this virtual, 1-hour workshop.

• Finalize key project stakeholders.

• Review workshop sequence and onboarding timeline.

• Review Digital Onboarding resources and project expectations.

• Review Customer’s requirements & considerations.

Phase 2: Configure

The Configure phase consists of up to five (5) 1-hour interactive workshops, in concert with Customer’s Project Lead and CRM Administrator. These meetings should be scheduled after the Customer completes all Configuration tasks in the Onboarding Hub.

Admin Status Check-ins

Consists of a weekly, 30-minute check-in (up to 8) with Customer project leaders during Configure and Deployment Preparation phase to support Customer’s digital onboarding progress, check in on system setup and configuration, and advise on rollout of platform to customer’s end Users.

Advanced Configuration & Q&A:

The following tasks will be addressed during this virtual, 1-hour workshop.

• Review and demonstrate the creation of Automation Rules

• Review and demonstrate the creation of Plays

• Answer outstanding customer questions about the configuration steps in the hub

Content & Workflow Discovery:

The following tasks will be addressed during this virtual, 1-hour workshop.

• Review current processes, tools, workflows and KPIs

• Understand common pain points and areas of opportunity for end Users

• Identify “quick wins” for end Users

• Address any questions around configuration of cadences, templates, and snippets.

• Brainstorm initial cadences and automation rules for launch

Enablement Review

Consists of up to two (2), 60-minute workshops for the end user role(s), to address the following:

• Review use case and “quick wins” for User Role

• Align on enablement agenda for Train the Trainer enablement sessions, this could include:

  • Salesloft Introduction

  • Salesloft Homepage and Personal Settings

  • Cadence, Template and Snippet Creation

  • Salesloft Best Practices

  • Workflow execution

• Make recommendations for manager and end user communication and change management plan

Configuration Wrap Up:

The following topics will be covered during this virtual, 30-minute workshop. It is intended for Customer’s Salesloft administrator and/or CRM Administrator.

• Review & finalize work completed during and following prior workshops.

• Prepare for the Deployment phase.

Phase 3: Deployment Preparation

The Deployment Preparation phase consists of up to four (4) interactive, 1-hour sessions and access to the end User Onboarding Hub to complete personal settings configuration and review basic enablement.

Train the Trainer Enablement

The following topics will be covered during up to two (2) virtual, 1-hour training workshops. It is intended for Customer’s Enablement Team/Sales Trainers, if applicable.

• Discuss & demonstrate day-to-day user functionality and workflow; make recommendations on areas to customize/cover during user training workshops.

• Discuss & demonstrate import process

• Discuss & demonstrate “quick wins” for Managers and end Users

• Review the differences between Administrator view and User view of Salesloft, highlighting the following.

  • Actions Forecast

  • Coaching/Analytics overview

• Provide any additional support articles, per the topics discussed

User Onboarding Hub

This self-service portion of onboarding focuses on configuring End User personal settings and enabling end Users on the typical best practices and workflows by persona for using Salesloft. This will be completed via the end-User onboarding portal. This is considered complete when all Users have completed their personal settings configuration and all of the self-service resources have been reviewed.

Admin Q&A:

The following topics will be covered during up to two (2) virtual, 60-minute meetings. It is intended to support Customer’s Administrators and Enablement Leaders in their deployment to end Users.

• Open forum discussion on best practices, workflows and any necessary troubleshooting.

• Review overall health of system and CRM settings, if applicable.

Project Close:

The following topics will be covered during this virtual, 1-hour wrap-up workshop. It is intended for Customer’s Administrators.

• Review and provide additional support articles, as appropriate.

• Review the support portal.

Roles and Responsibilities

While the Project Team will be more fully defined during the Kick-off call, below is a preliminary list of project roles and responsibilities.

Project Assumptions

In addition to any other responsibilities or duties described in this service scope, set forth below is a list of the obligations for which Customer is responsible, conditions on Salesloft’s performance, and assumptions upon which Salesloft has relied in agreeing to perform the Professional Services described in this service scope.

• Customer will identify, and make available for the duration of this project, one primary contact to act as Project Lead, as described under Roles and Responsibilities (above).

• Customer is responsible for completing onboarding tasks as instructed in the digital Onboarding Hub. This service scope allows for 4 weeks for Onboarding Hub task completion. Salesloft is not responsible for any delays in project timeline due to delays in onboarding task completion. Should customer require additional time to complete onboarding tasks, a change order will be required for additional time and budget.

• Customer Project Lead will brief their project team on Salesloft technology and Customer goals and objectives prior to kick-off call.

• Customer holds primary responsibility for data quality of sufficient standards to achieve Customer goals.

• Customer will provide all data, systems and connectivity necessary for Salesloft to perform its obligations under this service scope. Salesloft conducts commercially customary background checks on all new employees.

• Customer is responsible for any configuration, customization or installation of CRM features (including AppExchange packages). Salesloft Professional Services resources will not request or accept administrator permissions in Customer’s CRM instance.

• Customer will be responsible for any testing related to CRM integration, in adherence to any internal Customer policies:

  • Any configuration done in Salesloft testing environment must be manually replicated in production environment; and

  • Customer understands that Salesloft testing environment is not included in this service scope and must be contracted as a separate line on Order form.

• Any scope activities related to Salesloft Deals features are only applicable if licensed, and only if Customer is using Salesforce as the CRM.

• All Professional Services will be delivered in English, and during US and/or UK time zone standard working hours.

Customer Cooperation

Customer will cooperate reasonably and in good faith with Salesloft in its performance of Professional Services by, without limitation:

• Allocating sufficient resources and time to perform any tasks reasonably necessary to enable Salesloft to perform its obligations under each service scope.

• Delivering in a timely manner any customer collateral and other obligations required under each service scope.

• Completing onboarding tasks as outlined in the digital customer onboarding hub.

• Responding in a timely manner to Salesloft’s inquiries related to the Professional Services.

• Actively participating in scheduled project meetings, completing accurate and timely information, data and feedback all as reasonably required.

Location of Work Facilities

All the Professional Services under this scope shall be performed remotely.

Timeline

Timeline outlined above reflects the recommended timeline for each phase. Actual timeline for each phase may differ by one (1) - two (2) weeks due to scheduling, and will be determined in Plan phase. The maximum duration for the Digital Onboarding and Train the Trainer package is ten (10) weeks. Projects requiring additional workshops, consulting, materials and/or configuration outside of the scope and timeline detailed in this service scope will require a Change Order.

Workshops and calls will be conducted according to the indicated timeline. Requests to accelerate timeline or expedite calls will be subject to a change order and applicable fees.

Professional Services shall begin on a date to be mutually agreed upon in writing (email acceptable) by Salesloft and Customer.

Fees

ZoomInfo will pass through the $10,000 fee for these Professional Services to Salesloft. Fees are non-cancellable, and no refunds or credits will be issued, except in the event of a material, uncured breach of Salesloft’s obligations under this service scope.

Change Requests

The Fees outlined above are for the Professional Services outlined under Scope. Any additional system functions, business processes, source systems, etc. identified during the Project may increase the overall Implementation Fees and/or timeline. Any such change must be agreed upon by both parties in a Change Order to this service scope. Additional Fees may also be required in the event that Customer does not complete the Project Assumptions or Customer Cooperation requirements in a timely manner, including where timelines must be modified due to such failure to complete.

Travel

No travel is included within these Services and all Services will be performed remotely. Any Services requiring travel will be pursuant to a separate statement of work and the payment of additional fees.