Copado
CUSTOMER MOTION · 5 STEPS

How to help your customers actually use this.

A repeatable enablement motion — from identifying the right account to expanding past Year 1 — built around the partners and programs already in place.

  1. STEP 01
    OWNER
    Salesforce AE + Consumption Specialist

    Identify & frame the account

    Pull accounts with stalled Year-1 consumption or in-flight Data 360 launches. Frame the conversation around deployment friction, not tooling — open with weeks-to-hours and the credit story.

    → Global pharmaceutical, life sciences, and insurance enterprises all have installs and all face deployment friction.
  2. STEP 02
    OWNER
    Salesforce PS + Copado partner team

    Stand it up with the PS pre-buy

    Use the Salesforce PS pre-buy to fund a standalone Copado for Data 360 setup. No org-wide Copado adoption required. 3–5 day quickstart, defined success: first Data Kit shipped through the Copado pipeline.

    → Standalone scope is included in the pre-buy today — no new license, no procurement.
  3. STEP 03
    OWNER
    Copado Chief Architect + customer architects

    Run a live joint demo

    Open the customer's own data kit on the new commit screen. Show selective field deploy, dependency analyzer, and the automated activation step. Let the technical buyer feel the unlock against their real metadata.

    → Copado Chief Architects (CTAs and certified Data Cloud instructors) run these on demand.
  4. STEP 04
    OWNER
    Accenture · PwC · Deloitte

    Embed in the SI delivery

    Plug Copado into the SI's existing Data 360 delivery model. All three already have Copado practices. The SI keeps the relationship, the customer gets governed CI/CD, credits start flowing immediately.

    → Global SIs have onboarded hundreds of developers through the same Copado pre-buy entry point on large enterprise programs.
  5. STEP 05
    OWNER
    RVP + Consumption Specialist

    Measure and expand

    Track time-to-first-deployment and credit burn rate against the baseline. Once the kicker is in sight, expand from Data 360 deployment to broader Copado adoption — Year-2 commercial motion.

    → Removing friction in Year 1 is what creates the renewal and expansion story.
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