Joint Success Plan

Detailed Explanation

A Joint Success Plan (JSP), also called a Mutual Action Plan, is a co-created document outlining the milestones, KPIs, owners, and timelines required to move from initial engagement to closed deal and successful implementation. It's signed by both buyer and seller and serves as the deal's roadmap. JSPs surface objections early, align expectations, and create accountability on both sides. They also strengthen the champion relationship by making them a co-author of the journey. Late-stage deals without JSPs frequently slip because nobody owns the next step. JSPs are especially powerful in enterprise deals where 5-15 internal steps remain after verbal agreement. Modern tools like Recapped and Dock automate JSP creation.

Examples / Use Cases

• A 12-step JSP from discovery through go-live
• Listing required steps: legal review, security questionnaire, executive sign-off
• Identifying risk milestones (board approval) early in the cycle
• Updating the JSP weekly with the champion

Impact on Sales / Revenue / Targeting

Joint success plans accelerate deal velocity, surface objections early, and dramatically reduce late-stage surprises.

Best Practices

• Build the JSP during proposal stage, not after.
• Get the JSP in writing — emailed and acknowledged.
• Review the JSP weekly with the champion.
• Include both buyer and seller responsibilities.