onboarding-planlisted

# Onboarding Plan Completion is internal. Value is external. The test of whether onboarding is done is not whether your tasks are closed, it is whether the customer can walk you through a specific result. If they cannot, they are not onboarded - they are trained. Go-live is a vendor event. Adoption is a customer state. Confusing the two is how accounts arrive at renewal with a green implementation record and no argument for renewing. The failure this exists to prevent: a fully completed onboarding checklist attached to a customer who cannot say what changed. --- ## What this needs **Minimum: what was sold and to whom.** It will build the plan, the questions and the risk list from that, and mark what it could not confirm. **Better with** the sales handover notes, the contract scope, and the stakeholder map - which together let it catch the gap between what was sold and what was bought. **Best with** the original business case and access to product data, so success criteria can be instrumented rather than aspirational. --- ## Step 1: Read the handover for what is missing, not what is there Six things must transfer from sales. Check each and name the gaps: 1. **The business objective** that motivated the purchase, and its measurable success metric 2. **Deal context** - what else they evaluated, the pricing terms, how long the cycle ran. A competitive displacement onboards differently from a greenfield purchase, and a heavily discounted deal has different renewal phys