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.
Create a new Plan Template
Once created, you can begin building out the structure using sections and content blocks.
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:
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:
You can add content to each section individually, helping your team stay organized and guide buyers through a logical sequence.
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:
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
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:
Tasks help you ensure nothing slips through the cracks—internally or externally.
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:
Adding meetings to templates ensures your team follows a consistent rhythm when executing plans—and that buyers know what to expect at every stage.
Using a template to create a Plan
Once you've created a Template, it will be available during Plan creation:
To use a template:
Templates give your team a consistent starting point, but every Plan is still fully editable and adaptable to the specific buyer or opportunity.
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.
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