Our quick-reference guide for managing and participating in the Emissary program.
Getting Started
When you first start working with Emissary, your designated customer success manager will work with you to prioritize the companies you’re targeting for your work with an advisor. They will ask your for context on where you are in the account, current blockers, areas of opportunity and desired knowledge. This will help ensure that the advisor is the perfect person to help accelerate your traction in the account.
Emissary advisors are executive decision-makers that fit within the personas that you sell into (IT, Marketing, Finance, Procurement and Line of Business Leaders).
We compensate our advisors for their time. They turn to Emissary to access all the advantages of consulting without the headaches of billing and looking for new business,
Many of our advisors work with Emissary in order to network and keep up their knowledge about the IT and marketing vendor landscape. They find it’s rewarding to keep involved with their former employer by sparing them the pain of time-wasting sales pitches.
You can read more about our community of advisors on our blog.
ONBOARDING
The better we know your account priorities, the better advisors we can match. During onboarding, the Emissary Customer Success team will work with you to review best practices, Emissary Exchange platform access, and ensure that we understand your priority accounts.
BIWEEKLY ACCOUNT PLANNING
We will use biweekly check-in calls to report on progress with advisors and swap out new priority accounts.
When a new Sales Rep joins the Emissary program, they will work with their Customer Success Manager to determine their priority accounts and unique goals for each account. We measure the success of the Emissary program by tracking against these account-specific goals regularly,
We recommend that our customers using Salesforce implement an Emissary Engaged checkbox to track pipeline and revenue on each account. Here’s how to track the Emissary program in Salesforce.
Best Practices
Your conversation with your Emissary advisor will be shaped by your place in the sales cycle with the account. If you’re trying to break into a cold account, you will have a very different type of conversation than if you’re submitting a proposal, or heading into a POC.
Our module discussion questions can help you create your agenda based on your place in the sales cycle.
There are 5 things you can do to get the most out of your first call with an Emissary advisor:
1. Create an Account Plan
To help your advisor understand your account history, create a quick account plan that answers these questions:
- What’s your history with the account?
- What business unit or person are you targeting?
- Are you aware of any current opportunities?
- What are your obstacles to selling into the account?
2. Set Goals for the Call
What do you want to get out of your time with the advisor? Examples include:
- How does my product fit into the existing infrastructure?
- What’s the best person or business unit to connect with?
- How does the company culture impact buying?
- How is budget allocated? How will it change?
3. Write an Agenda
What do you want to cover in the 1st call? Example:
- Introductions
- Discuss account plan
- Q&A
- Engagement goals
- Next steps
4. Introduce Yourself
Reach out to your advisor via email and say hello. Include:
- A little bit about yourself.
- Your account plan
- 1st call agenda
5. Follow up
Send a thank you via email to thank the advisor and maintain your relationship. Include:
- Thanks
- Next steps and action items
- Dates for the next meeting
So you had a good first call with your Emissary advisor. Now what?
Here are some discussion topics for follow up calls and emails:
- Continue to provide your advisor updates on blockers, outreach, and traction you are making
- Refine your strategy and messaging – execute and iterate
- Continue to identify key decision makers, influencers, and champions
- Review and revise any marketing materials/pitch decks
If location and schedules permit for an in-person meeting, and your Emissary is open to it, feel free to coordinate at your convenience. Please note that Emissary does not cover any of those associated costs.
We also offer more specialized in-person meetings between you and Emissaries, which often require travel and additional partnership fees. If you are requesting something more specialized, please reach out to our team so we can coordinate.
Emissary Exchange Platform
Go to app.emissary.io to access your experience.
When viewing the page, enter your email address and password in the fields to log in. If you don’t remember your password, reset your password.
Click Log In to log in to see your dashboard.
To approve or reject an Emissary you’re responsible for, click on the name of the Emissary, then click on the buttons, Accept, Reject, or Skip For Now.
Click Emissaries to see all Emissary candidates your organization is responsible for reviewing.
To only see the Emissary candidates you’re responsible for approving, select Me from the Action By dropdown.
To only see Emissary candidates for a specific team, select the appropriate team from the Teams dropdown.
To only see Emissary candidates relevant for a particular seller, select the seller’s name from the Sellers dropdown.
Login to Emissary Exchange.
Click on the engagement for which you’d like to schedule a call.
Click Schedule a Call.
You can select up to 30 available time slots in the calendar view. Scroll down to confirm the call duration for each available time slot.
Click Confirm Times.
Your availability will be sent directly to your advisor for confirmation.
When your advisor proposes or accepts a time, you’ll be sent an email confirmation containing the dial in for your call. Here’s how to confirm the call.
Click Add to Calendar to confirm the meeting and add it to your Outlook, Apple, or Google Calendars.
Click Reschedule Call to propose a different time for the call
Customer Resources
Category:
- Customer Center
- No categories
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Get more information on working with Emissary Advisors.
Tony Jaros
Chief Executive Officer
A product-focused, customer obsessed leader with a long track record of bringing new ideas to complex markets while building high performing and collaborative teams, Tony most recently served as CEO at Legacy Data Access, a healthcare software company. Other notable roles include CEO of CultureIQ, an employee engagement company sold to Perceptyx in 2021, and President and Chief Product Officer of SiriusDecisions, which he joined as a startup almost 20 years ago and helped build the organization into the worldwide leader in B2B sales, marketing and product management research, benchmarking and advisory services. Early in his career, Tony held product and consulting roles at Peppers & Rogers Group and Simba Information. He holds an MBA from New York University and a BSJ in Journalism from Northwestern University.
Erin Provey
VP Products
Erin has 20 years of experience in B2B product and service innovation and leadership roles, with a consistent focus on growth through customer-centricity. Most notably, Erin spent nearly a decade at SiriusDecisions (now part of Forrester Research) in a range of research and advisory product leadership roles, responsible for the entire innovation lifecycle: discovery, design, development, sales enablement, launch, implementation, and research/voice-of-the-customer-based iteration and enhancement. As part of this work, she was one of the most prolific commercially-viable content creators and public speakers, authoring and presenting hundreds of commercially-viable research briefs, models, frameworks, templates, tools, and one patented methodology – building world-class delivery teams and working closely with hundreds of the world’s leading B2B marketing leaders to operationalize these best practices in pursuit of revenue objectives.
Adam Rice
VP Engineering
Dynamic, results-driven agile technology leader with over 12 years of leadership experience and 10 years of hands-on software development experience. Adam has significant expertise in designing, building, and running highly available software as a service. He loves being part of a team where he can be instrumental in building and running a world-class team of software practitioners based on shared cultural values including collective ownership, pragmatic mastery, and continuous improvement.
Diana Kudajarova
VP of Operations
Diana has extensive experience in senior operational roles at technology startups. Before becoming VP of Operations, she was Emissary’s Chief of Staff and Head of Revenue Operations. Prior to joining Emissary, she was Director of Sales Operations for Burning Glass (a Boston-based job market analytics company). Diana has a PhD in History from Harvard University and was, in another life, a consultant for Monitor Consulting and professor of management at Moscow School of Management. Diana was also a co-founder and operator of four critically acclaimed restaurants in Cambridge and Somerville, Massachusetts,
Morgan Costello
Director, Advisor Operations
Morgan oversees advisor operations at Emissary. Prior to joining Emissary, Morgan spent the last 9 years building and optimizing high performing operations teams from the ground up. Morgan previously ran operations at the home services network, Handy, scaling the professional platform by over 10x before being acquired by ANGI Homeservices. Having worked in professional services and consumer services, Morgan is an expert in how to scale and grow operations.
Seleste Lunsford
Chief Research and Strategy Officer
Seleste has been a leader and consultant in the sales effectiveness space for over 20 years, running professional services, product and marketing organizations. She is a regular contributor to industry publications, a conference speaker and has written two books and countless papers on B2B revenue strategies.
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