This framework is used across the organization for enterprise deals or deals with a more complex sale.

The purpose of a Joint Evaluation Plan (JEP) is to clearly hold both parties accountable in a sales process. Outlining the team on both sides does a few things:
1) Helps define all decision makers, champions & blockers within a sales process
2) Legitimizes the investment (when taking up meaningful time from multiple stakeholders, there is more at stake and better reason to progress the sale to the decision stage)
3) Create a roadmap to purchase & launch

This list changes based on need. Typically we start with AE, Sales Engineer & Manager. Then you add in Exec Sponsor and Partner (for onboarding) if needed. This shows the prospect/customer that you have a team of people invested in earning their business.


This is a running list of people actively known on the evaluation team. The key is outlining the ultimate decision makers (CFO, CEO, VPs, etc.) along with the champions (end users) which will be involved in the influence of a purchase decision.

In a dream world, this is completed by both parties. More often than not, the sales person is completing this document. A core benefit of having this up-to-date and completing it, is referencing the steps that have gone into the sale to date to engage decision makers/financial purchasers.

For example, every few weeks you are able to engage the Decision Maker (if they're not involved in all calls) to update them on progress, milestones and outcomes throughout the evaluation.

These milestones are meant to be mapped to what the prospect/potential customer goes through. These change for each deal depending on numbers of calls, stakeholders and decision criteria.

The ending milestones are meant to outline a path to a sale. When you can outline a "go live date" (which is when the software will be fully implemented) you are able to work backwards on the key milestones of a sales process.

James Hylas

This sales framework helps both us and our clients guide large, complex sales deals.

(Customer) is evaluating HubSpot as a replacement to your current CRM & Marketing Automation platforms. The primary objective is to drive better alignment between sales & marketing to improve upon reporting, efficiency of all users and reduce the amount of products required in your most crucial business applications. HubSpot's approach to product development takes the critical elements of customer experience management — Content, Messaging, Automation, Data, and Reporting — and brings them into a single platform.

This list changes based on need

This is a running list of people actively

We like to use these non-binding planners to stay ahead of the curve and make the evaluation and purchasing process as smooth as possible for all parties.

Enterprise Joint Evaluation Plan at Hubspot

Joint Evaluation

Customer & Hubspot

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