Creating Templates

Making your pre-sales motions repeatable with Plan Templates

Plan Templates are essential for building a repeatable sales motion. They give your team a consistent starting point, reduce time spent recreating Plans, and ensure every buyer experience is structured and aligned.

Templates make your best practices reusable—capturing Success Criteria, Tasks, and buyer-facing milestones in a way that scales across deals and team members. Even starting with a single core Template can drive immediate consistency and clarity.

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Create a new Plan Template

1

Go to Plan Templates

From the left-hand sidebar, click Plan Templates.

2

Create a new template

Click the + Template button in the top-right corner.

3

Enter details

Enter a name and an optional description to help others understand when to use this template.

4

Save the template

Click Create to save the template.

Once created, you can begin building out the structure using sections and content blocks.

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Add phases & sections

Phases and sections help break your Plan into achievable chunks—such as “Setup,” “Technical Validation,” or “Outcomes.”

To add a new phase in your Plan:

1

Create the phase

Click the + Add Phase button in the upper right corner of the plan details.

2

Enter a name for the phase

In the right panel, click into the title area and enter a name for the plan.

Now content to the phase. If you have multiple phases you can drag and drop them to change their order.

If you need to break up phases even more, you can create additional sections within a phase:

1

Create the section

At the bottom of a phase, click + New Item, then Create Section

2

Enter a name for the section

In the right panel, click into the title area and enter a name for the section.

You can add content to each section individually, helping your team stay organized and guide buyers through a logical sequence.

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Add Success Criteria

Again, Success Criteria represent the specific capabilities of your product that a buyer might evaluate.

A few examples:

• Single Sign-On (SSO) Integration

• Multi-Factor Authentication (MFA)

• API Access and Documentation

• Analytics and Reporting

• Mobile Device Compatibility

To add Success Criteria to a section:

1

Add a new item

At the bottom of a phase, click + New Item

2

Pick Success Criteria

From the dropdown menu click View Criteria Library to search for existing Success Criteria ~OR~ Create Criteria to make a new one.

Referencing Criteria from your Library

If you add criteria from your library from View Criteria Library, these criteria will be imported by reference—meaning they are linked to the Criteria Library and not editable from inside the template.

Creating inline Success Criteria

If you choose Create Criteria from the + New Item dropdown, you'll be able to edit them inside the Template, but these Success Criteria will not be added to your library by default. In Templates, we recommend that you only create Criteria when they are extremely specific to a particular sales motion. Normally it's better to add Criteria to your Library rather than inlining them in the Template.

For more advice on what to include in Success Criteria, see Defining Success Criteria

Inline Success Criteria aren't reusable across Templates, and don't show up in the Criteria Metrics report.

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Add Tasks

Tasks are actionable steps in your Plan. You can use them to:

• Assign responsibilities to internal team members

• Document buyer-facing deliverables

• Track internal milestones (e.g., legal reviews, sandbox setup)

To add a task:

1

Add a new Task

At the bottom of a phase, click + New Item and select Create Task

2

Add details

• Title: Provide a clear, buyer-facing title for the task

• Instructions: Add instructions for the task

• Subtasks: List the key actions needed to complete the parent task

Tasks help you ensure nothing slips through the cracks—internally or externally.

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Add Meetings

Meetings define key touchpoints during the execution of a Plan. Common examples include:

• Kickoff

• Deep-dive demos

• Technical validation checkpoints

• Executive reviews

To add a meeting:

1

Add a new Meeting

At the bottom of a phase, click + New Item and select Create Meeting

2

Add details

Add a title, suggested agenda or notes, and timing guidance.

Adding meetings to templates ensures your team follows a consistent rhythm when executing plans—and that buyers know what to expect at every stage.

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Using a template to create a Plan

Once you've created a Template, it will be available during Plan creation:

To use a template:

1

Go to Plans

Select Plans in the left-hand navigation.

2

Create a Plan

Click + Plan in the upper right corner of the Plans page:

3

Customize the Plan

Update resulting Plan as needed before sharing it with the buyer.

Templates give your team a consistent starting point, but every Plan is still fully editable and adaptable to the specific buyer or opportunity.

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What happens when a template changes?

When a Plan is created from a template, all items in that template are copied into the new Plan. After creation, the Plan becomes independent and will not reflect any future updates made to the original template.

Success Criteria included in the template are also copied into the Plan. However, each copied Success Criteria retains a reference to its source in the Success Criteria Library. This ensures your team can tailor Success Criteria to match a buyer’s specific context, while still preserving usage data in the Criteria Metrics report.

Next, let's walk through how to use Plays to manage situational workflows when executing Plans.