# Handoff packet checklist

Gate fields must be filled before a handoff counts; an exception view lists every record that passed the stage without them, checked daily. Context fields should be filled. Each field names its system of record. Replace the examples with the team's own fields.

## Marketing to sales (MQL or hand-raise)

Gate:

- [ ] request_class (CRM request record)
- [ ] received_at from the source system (form tool or server receipt)
- [ ] source snapshot at receipt: source, campaign, first and latest touch as recorded (CRM)
- [ ] fit fields that passed the gate: country, employee range, use case (CRM, with enrichment source and date)
- [ ] the hand-raise text, or the engagement reasons behind the score (CRM)
- [ ] meeting_booked_at when the buyer booked at submission, so the request is measured as booked_at_submit (scheduler)
- [ ] exclusion checks done: not a customer, no open opportunity, not a partner or competitor (CRM)

Context:

- [ ] pages and content viewed in the last 30 days (marketing automation)
- [ ] product usage summary for trials (product data, written as summary properties)

## SDR to AE

Gate:

- [ ] discovery meeting held, with meeting_held_at (CRM meeting outcome)
- [ ] problem, timeline, buying role of the contact and agreed next step (CRM)
- [ ] request ID and source snapshot carried to the opportunity (CRM; in Salesforce, mapped in lead conversion)
- [ ] the buying contact associated to the deal (CRM; in Salesforce, an opportunity contact role)

Context:

- [ ] other stakeholders named (CRM contact roles)
- [ ] competitors mentioned (CRM)

## Sales to customer success (closed won)

Gate:

- [ ] customer goals and success criteria (CRM deal)
- [ ] stakeholders with roles: sponsor, admin, day-to-day contact (CRM contact roles)
- [ ] commitments made during the sale: features, dates, discounts, services (CRM deal)
- [ ] technical requirements and integrations (CRM deal)
- [ ] contract start, renewal date and notice deadline (contract system or CRM, from the signed contract)
- [ ] billing setup status and collection method (billing system)
- [ ] customer success owner (CRM)

Context:

- [ ] risks raised during the sale (CRM deal)
- [ ] implementation partner, if any (CRM)
- [ ] competitors evaluated (CRM deal)

## Customer success to sales (expansion)

Gate:

- [ ] the expansion signal and its observed_at (product data or CS notes)
- [ ] account owner confirmed (CRM)
- [ ] current renewal date and contract terms (contract system)

Context:

- [ ] health or adoption summary (CS platform)
- [ ] open support issues (support system)

## Renewal cycle

Gate:

- [ ] cycle ID linked to account, contract and subscription (CRM renewal record)
- [ ] decision date, notice deadline, service period boundary, billing date (contract and billing systems)
- [ ] accountable owner, next action and due date (CRM)
- [ ] commercial, billing and access states as separate fields (CRM, billing, product)

Context:

- [ ] value review outcome and unresolved requirements (CS platform)
- [ ] purchase order or procurement requirements (finance)