{"slug":"developers/close-playbook","title":"Close Playbook","section":"developers","sectionLabel":"Developers","status":"unclassified","type":"document","path":"developers/close-playbook.mdx","bytes":4974,"description":null,"updated":null,"source":"integratewise/Integratewise-docs-wiki","content":"\nUse this doc when the conversation is ready to move from consensus to commitment.\n\nThe core close framework is:\n\n- Pain restated\n- ROI named\n- Risk removed\n- Next step fixed\n\n---\n\n## The Close Arc\n\n### 1. Pain Restatement\n\n“If I heard you right, the team is still spending [X] hours each morning reconstructing context across [tools]. That means [impact: missed signals, late escalations, wasted rep capacity].”\n\n**Rule:** Restate the buyer’s problem in their language, not yours.\n\n**Rule:** Connect the pain to a decision their organization already cares about.\n\n---\n\n### 2. Promise Made Personal\n\n“IntegrateWise removes that cycle. The workbench opens with what changed, what needs attention, and where the team left off. The Twin knows the context because the team already gave it permission to remember. Nothing executes without an approval.”\n\n**Rule:** Every promise should trace to one of the four canonical product promises:\n\n- Your work is already in context.\n- Your Twin remembers the work.\n- AI does the hard lifting.\n- You stay in control.\n\n---\n\n### 3. ROI Named in Their Currency\n\nUse the formula:\n\n```\nTime reclaimed per user per day\n× Number of affected users\n× Fully loaded hourly cost\n= Monthly team cost reclaimed\n```\n\n**Example:**\n\n- 3 hours/day × 20 CSMs × $65/hr × 22 days = $85,800/month reclaimed.\n- IntegrateWise at $299–$999/seat pays for itself in the first week at that scale.\n\n**Vertical variants:**\n\n- Finance / accounting: missed payment cycles, late interest, audit friction\n- Engineering: integration backlog cost, context rebuild after incident\n- Founder: blind spots turning into preventable crises\n\n---\n\n### 4. Risk Removed\n\n“This is not a black-box AI. Every proposal shows evidence. Every executed action was explicitly approved. Your data stays in your tenant. Your connector credentials stay with you. You can export your Spine memory anytime. You can swap the AI model by configuration. Nothing is locked in.”\n\n**Rule:** Name the exact risk they are feeling and match it to a governance behavior.\n\n---\n\n### 5. Next Step Fixed\n\nThe close ends with exactly one next step, not three.\n\n**Good next steps:**\n\n- “We run the pilot on [one real tool and one real entity type] by [date].”\n- “I send the scoped proposal to you and [security approver] by EOD tomorrow.”\n- “We schedule a 30-minute follow-up with [stakeholder] in the calendar invite right now.”\n\n**Bad next steps:**\n\n- “Let me know if you have questions.”\n- “I will follow up next month.”\n- “We will circle back after your conference.”\n\n---\n\n## Close Frameworks\n\n### The Continuity Close\n\n> “You do not need another dashboard that shows yesterday. You need a surface that prepares tomorrow. [Company] has already done the heavy lifting of connecting the team’s tools. IntegrateWise is the connective tissue that makes that investment useful.”\n\n**Use when:** They have connectivity investments but no operational continuity.\n\n---\n\n### The Trust Close\n\n> “The team already uses AI for low-risk work. The hesitation is real, and it is reasonable. What changed your mind was probably one of three things: it forgot what you told it, it stopped halfway, or it gave you a confident answer that was wrong. IntegrateWise fixes all three: governed memory, follow-through, and evidence before execution.”\n\n**Use when:** They have tried and demoted AI.\n\n---\n\n### The Economics Close\n\n> “If we save 20 hours a week across the team, at your fully loaded cost, that is $[X] per quarter. The platform cost is less than one reclaimed week.”\n\n**Use when:** The economic buyer is present and decision authority is clear.\n\n---\n\n### The Risk-Averse Close\n\n> “You are not buying a pilot. You are buying a governed loop: proposal, approval, execution, audit. If the model fails, the governance gate is still there. If a connector breaks, the retry logic is still there. If the context drifts, you can correct it.”\n\n**Use when:** Security, compliance, or IT is a vocal stakeholder.\n\n---\n\n## Contract Language\n\nUse these sentences to anchor commitment:\n\n- “I will send a scoped next step by [time] on [date].”\n- “If [measurable outcome] does not appear in [timeframe], we revisit and adjust.”\n- “You stay the owner of every record, every decision, and every approval.”\n\n---\n\n## Common Pitfalls\n\n| Pitfall                           | Fix                                             |\n| --------------------------------- | ----------------------------------------------- |\n| Closing too early on features     | Close on outcomes, time saved, and risk removed |\n| Giving the prospect homework      | Schedule the next step before the call ends     |\n| Avoiding the pricing conversation | Frame price against the cost of doing nothing   |\n| Letting the champion ghost        | Connect to a business outcome with a date       |\n| Overselling AI autonomy           | Restate: AI proposes, user approves             |\n"}