From 9d9ba843f069bb4edc137f0085f7185cc50a9785 Mon Sep 17 00:00:00 2001
From: Dave Herder <27025660+dherder@users.noreply.github.com>
Date: Fri, 31 Mar 2023 09:12:03 -0700
Subject: [PATCH] Update README.md (#10914)

Added Account Plan documentation steps on transition of prospect to
customer.
---
 handbook/customers/README.md | 5 ++++-
 1 file changed, 4 insertions(+), 1 deletion(-)

diff --git a/handbook/customers/README.md b/handbook/customers/README.md
index 6df609155a..920470177a 100644
--- a/handbook/customers/README.md
+++ b/handbook/customers/README.md
@@ -41,8 +41,11 @@ This workflow outlines the process that sales and customer success can follow wh
 3. (AE) The AE creates a 'New Sale Issue'
     - They complete the AE tasks listed at the top of the issue.
     - Then they assign the issue to BizOps and the Head of Customer Success (CS).
+    - AE completes the Business Objectives section of the Account Plan located in the Sales> Opportunities> {Account Name} shared google drive folder.
+    - Solution Architect completes the Technical Objectives section of the Account Plan located in the Sales> Opportunities> {Account Name} shared google drive folder.
+    - AE moves the {Account Name} folder within Opportunities to the Sales> Account Plans folder.
     - The AE schedules a 30 minute internal handoff call with CS and any other related parties to the sale. 
-    - Prepare to review:
+    - Prepare to review the following from the Account Plan:
         - Details of the deal
         - Primary contact / their role
         - Desired use cases / desired outcomes