Expectation Alignment Meeting

The handoff is not a document transfer. It is a conversation. The expectation alignment meeting brings together the sales rep, the success manager, and the customer champion. The sales rep introduces the success manager with context: "This is the person who will ensure everything we discussed is delivered." The success manager demonstrates that they have already read the handoff document by referencing specific priorities: "I understand your primary goal is reducing pipeline velocity by 30% within the first quarter." The customer champion feels continuity, not a cold handoff. The meeting takes thirty minutes. It is the most important thirty minutes of the post-close experience.