Meet the Team

Casper is a restaurant manager for the Bay Area, California region of a popular fast casual food
chain called Quicken My Chicken. He loves his job, but recently has been feeling stressed because
he found out that his usual food distributor is going out of business, and he will no longer have a
reliable connection to chicken and other necessities for his region of restaurants.
He’s looking for a (fast!) solution to his problem so that he can continue selling delicious chicken
meals. Maha, Salvador, Amber, and Ciara all work for a food distribution company called Yum2Go.
Soon, Casper will meet the Yum2Go team.
Casper the
Customer

Maha the Salvador the Amber the Ciara the

Marketing Associate Sales Development Account Executive Customer Success
Representative Manager
Casper the Customer has five Quicken My Chicken restaurants to
manage in the Bay Area, and he is looking for a reliable food distribution
service to supply his stores with high quality, organic chicken. Casper
goes online and does some research about different services that might
help him. One service, Yum2Go, stands out to Casper, so he signs up for
Yum2Go’s email list to request more information about their food
distribution services. Casper the
Customer

Maha the Marketing Associate, who works at Yum2Go, has access to the
list of people who have signed up for Yum2Go’s email list. Maha collects
Casper’s email, and since Casper reached out to Yum2Go first, he is
identified as an inbound lead by Maha the Marketing Associate. Maha the
Marketing Associate
Since Casper was previously qualified by Maha the Marketing Associate
as a marketing qualified lead, his contact information is given to Salvador
the Sales Development Representative who also works at Yum2Go.
Salvador sends a short email to Casper asking him about what he is
looking for in a food distribution company to see if Casper qualifies as a
likely customer.

Casper the
Casper responds to Salvador that he is looking for a service that is able Customer
to make deliveries 3 times per week at their five different Bay Area
restaurant locations with quality, organic chicken.

This description matches what Yum2Go’s services offer, so Salvador

marks Casper as a prospect since he is a good fit for the product and is Salvador the
very likely to make a deal with them. Sales Development
Representative
Since Casper is considered a prospect and is very likely to purchase Yum2Go’s
services, Salvador the Sales Development Representative sets up a meeting
between Casper and Amber the Account Executive. In this meeting, Amber
gives Casper an overview of how Yum2Go’s services work. Amber also talks
with Casper about how Yum2Go’s services would specifically address the
needs that he has working at Quicken My Chicken.

Casper receives a lot of useful information in his meeting with Amber, so he Casper the
tells her that he needs to have a conversation with the rest of his operations Customer
team at Quicken My Chicken to see if Yum2Go is a service that their restaurant
chain would like to partner with to fulfill their food distribution needs.

After talking with his company, Quicken My Chicken, Casper has a few
follow-up questions about Yum2Go’s services and delivery timeline that he
needs answered before he is willing to partner with them. Casper and Amber Amber the
have another phone call where Amber is able to answer all of Casper questions Account Executive
and address all of his concerns.
Amber follows up with Casper after their last phone call to see if he has
made a decision about partnering with Yum2Go.

Casper has decided to move forward with the partnership, and he Casper the
completes the sign-up process with Amber to start a food distribution Customer
deal with Yum2Go.

Amber the
Account Executive
Since Casper has decided to partner with Yum2Go, Ciara, a customer
success manager at Yum2Go, emails Casper offering her help to set up
the chicken distribution schedule and onboard Casper to their services.

Casper and Ciara have one call to make sure that Yum2Go is able to Casper the
deliver chicken to all five of Casper’s restaurants in the right time frame Customer
and to orient Casper to the additional services Yum2Go offers.

Ciara tells Casper to email or call her if he has any questions, and that
she will check in with him in a month to make sure that everything is
operating as it should. Ciara the
Customer Success
Manager