Customer Onboarding Playbook Template

Playbook: Customer Onboarding

Published August 22, 2023

The success of any business hinges on providing exceptional value driven experiences to its customers, and one critical aspect of this process is customer onboarding. Proper onboarding sets the stage for a fruitful and long-lasting relationship, ensuring that customers achieve their desired outcomes and utilize the product or service to its fullest potential. In this playbook, we’ll explore the essential steps and strategies for a successful customer onboarding process.

Free License:
This playbook is a FREE Industry template that can be tweaked or used as-is for your own organization or teams, in perpetuity. This contribution to the community was created after research on the current Industry best practices on the subject. However, this is only a guidance, and needs to be modified as required, to best fit your needs. This template does not provide any assurances or guarantees. It also needs you to modify Roles, Tasks and Durations to those that best fit your specific need.

The template provided for FREE DOWNLOAD covers the following sections:

Step 1: Strategize Internal Planning – Empower the Implementation Team

As Customer Success Managers, you hold the key to success from the very beginning. In the initial stages, ensure a seamless handover from the sales team, and dive deep into understanding the specific outcomes and use cases of each customer. Update the implementation team with the valuable insights from customers and define a high-level Customer Success strategy to ensure a focused and goal-oriented approach.

Step 2: Command the Kick-off Prep

Take charge and meticulously develop a comprehensive onboarding plan tailored to meet each customer’s unique needs. Communicate the value proposition with authority, addressing customer personas needs with precision. Command the onboarding kick-off call, setting clear expectations and aligning all stakeholders for a successful journey ahead.

Step 3: Assertive Review and Defining KPIs

Assert your expertise as you lead the review of the customer’s business understanding, problem statements, and goals. Define the Key Performance Indicators (KPIs) and metrics that will be pivotal in gauging the success of the onboarding process. Control the onboarding timeline, ensuring that executive meetings and implementation discussions are smoothly integrated as needed.

Step 4: Win the Onboarding Process Communication

Demonstrate your mastery in communication by delivering a powerful onboarding deck that outlines the process, timeline, and expectations. Authoritatively address the risks and dependencies, ensuring customers are fully aware of the journey ahead. Command their confidence as they entrust their success to your guidance.

Step 5: Lead Internal Communication and Technical Walkthrough

Lead the way in keeping all internal stakeholders informed of customer priorities and expectations. With unwavering authority, provide the necessary tech stack requirements for core data housing. Conduct a technical walkthrough with customer stakeholders, ensuring seamless integration and comprehensive understanding.

Step 6: Mapping and Requirements Documentation

Take control and decisively map all customer requirements, working closely with the tech team. Execute a thorough data audit to check accuracy after the completion of integration and data configuration. Guide the customer through this process, instilling confidence in your expertise.

Step 7: Empower Customer Leaders with Knowledge

Lead the way in empowering customer administrators by providing them with education on platform configurations. Command their understanding and share essential resources via emails, support docs to ensure they are equipped for success.

Step 8: Guide Managers, Teams, and Leaders

Guide customer teams in configuring platform workflows to address their primary and secondary use cases. Clarify queries and provide additional time for hands-on training to solidify their confidence in the platform by driving value.

Step 9: Rule the Onboarding Closure and GO-Live Moment

The pinnacle of customer onboarding rests in your hands. Command the spotlight as you showcase the first value achieved to key stakeholders and executive sponsors. Exude confidence in the successful completion of onboarding, cementing the foundation for an enduring and thriving customer relationship.11


Congratulations, esteemed Customer Success Managers, for mastering the art of customer onboarding. Through your authoritative approach, you have not only ensured the success of our customers but have solidified their loyalty and advocacy for brand. As you continue to empower customers on their journey, always remember that your expertise and guidance are the keys to unlocking exceptional customer success.

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