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The sales CRM for technology, media and telecom

Software, media & telco — recurring revenue and fast cycles.

Subscription- and consumption-led selling for technology, media and telecom. Adds subscription/usage lifecycle, channel & partner monetization, security-review tracking, and land-and-expand plus renewal pipelines.

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Pipelines
3
Custom fields
14
Industry KPIs
12
Segments covered
6

Built for every part of technology, media & telecom

Each segment sells differently, so the pack knows who is on the buying committee in each.

Enterprise Software & SaaS

Subscription software where NRR, time-to-value and technical evaluation decide the deal.

Typical buyers: CTO, VP Engineering, Head of Platform

Telecom & Connectivity

Carriers and connectivity providers with long procurement, network integration and SLA scrutiny.

Typical buyers: Head of Network Strategy, VP Enterprise Services, COO

Media & Entertainment

Content, streaming and publishing monetised through subscriptions, advertising and licensing.

Typical buyers: Chief Content Officer, VP Ad Sales, Head of Distribution

Semiconductors & Hardware

Design-win driven selling with long qualification cycles and volume ramp economics.

Typical buyers: VP Hardware Engineering, Director of Sourcing, Chief Architect

Gaming & Interactive

Studios and platforms monetising through live services, in-app purchase and engagement.

Typical buyers: Head of Live Ops, Studio Director, VP Monetisation

AdTech & MarTech

Advertising and marketing platforms sold on ROAS, data quality and privacy compliance.

Typical buyers: VP Growth, Head of Performance Marketing, Chief Data Officer

Pipelines with real stage gates

Each stage says what the rep is trying to achieve and what must be true before the deal moves on, so forecasts reflect evidence rather than optimism.

Land & Expand

Subscription/SaaS new-business and expansion pipeline

  1. 1Prospecting

    Find the team with the problem now, not the account that fits the ICP on paper.

    • A relevant technical or business owner has engaged

  2. 2Qualification

    Qualify on compelling event, budget owner and technical feasibility together.

    • Use case, compelling event and budget owner identified
    • No hard technical blocker found

  3. 3POC / Technical Evaluation

    Run a time-boxed POC against written success criteria the champion signed off.

    • POC success criteria agreed in writing
    • Security review started

  4. 4Proposal

    Tie pricing to the metric the customer expands on, and show the payback.

    • POC criteria met and validated by the champion
    • Commercial proposal with ROI/payback delivered

  5. 5Negotiation / Procurement

    Run legal, security and procurement in parallel — serialising them is what slips the quarter.

    • Security review cleared
    • Redlines resolved and signature path confirmed

  6. 6Closed Won

Renewals & Expansion

Recurring-revenue retention and upsell

  1. 1Renewal Pending

    • Usage and value realisation reviewed with the customer

  2. 2Expansion Review

    • Expansion use case identified and sized

  3. 3Renewal Negotiation

    • Terms and uplift agreed with the budget owner

  4. 4Renewed

Partner-Sourced Deals

Deal-registration flow for channel, reseller and alliance-sourced opportunities

  1. 1Deal Registration

    • Partner registered the deal and it passed conflict check

  2. 2Joint Qualification

    • Joint call held with the partner and end customer

  3. 3Joint Proposal

    • Partner margin and end-customer pricing agreed

  4. 4Closed Won

The fields your team actually needs

Added to your records when you apply the pack, alongside everything SalesOS already tracks. Custom fields are on the Professional plan and above.

Accounts

  • Deployment Model

    Cloud · On-Prem · Hybrid

  • Primary Tech Stack

    AWS · Azure · GCP · On-Prem · Other

  • Contract Renewal Date

    Anchor date for the renewal motion

  • Net Revenue Retention

    NRR % for this account over the trailing 12 months

Contacts

  • Technical Champion

    This contact will defend the deal internally when you are not there

Deals

  • Annual Recurring Revenue

  • Contract Term (months)

  • Seats / Licenses

  • Consumption Model

    Per Seat · Usage / Consumption · Tiered Platform Fee · Hybrid

  • Security Review Status

    The most common silent cause of a slipped close date

    Not Started · Questionnaire Sent · In Review · Cleared · Blocked

  • POC End Date

  • Partner of Record

    Registered channel partner entitled to margin on this deal

Products

  • Billing Model

    Subscription · Usage-Based · Perpetual + Maintenance · Services

Quotes

  • Ramp Schedule

    Year-on-year commitment steps for a ramped contract

The metrics technology, media & telecom leaders run on

ARR

Annual recurring revenue under contract.

Net Revenue Retention

Revenue from existing customers year over year including expansion and churn.

Logo Retention

Share of customers retained across the renewal cycle.

Expansion ARR

New recurring revenue from existing customers.

CAC Payback

Months of gross margin needed to recover acquisition cost.

POC Conversion

Share of proofs of concept that convert to a paid contract.

Time to First Value

Days from contract signature to the customer’s first real outcome.

Win Rate

Closed-won opportunities as a share of all closed opportunities.

Average Deal Size

Mean value of closed-won opportunities in the period.

Sales Cycle Length

Median days from opportunity creation to close.

Pipeline Coverage

Open pipeline value divided by the quota it has to cover.

Forecast Accuracy

How closely committed forecast tracked actual closed revenue.

AI that knows the rules of your industry

Coaching, objection handling and email help are tuned to this industry, and every prompt carries rules the assistant may not break:

  • Never claim a security certification, compliance attestation or uptime SLA the company has not stated it holds.
  • Do not promise unreleased functionality or a delivery date as if it were shipped.
  • Do not disparage a competitor with unverified claims; compare on documented capability only.
  • Do not advise a customer to circumvent their own security review or procurement policy.

Practice against the buyers you meet

Chief Technology Officer

Cares about: Architecture fit and API depth; Time to first value; Predictable cost at scale

Chief Information Security Officer

Cares about: SOC 2 / ISO evidence; Least-privilege access and SSO/SCIM; Incident response commitments

Head of Vendor Management

Cares about: Consolidation and rationalisation; Commercial flexibility and exit terms; Benchmarked pricing

Director of Revenue Operations

Cares about: Clean, joined-up data; Fast measurable adoption; Reporting the CRO will trust

Features and plans

Subscription & Usage Lifecycle

Professional plan and up · Technology, Media & Telecom workspaces only

Channel & Partner Monetization

Enterprise plan · Technology, Media & Telecom workspaces only

Product Usage & Consumption Analytics

Enterprise plan · Technology, Media & Telecom workspaces only

Revenue & Forecast Intelligence

Professional plan and up

Predictive Intelligence

Enterprise plan

Compare plans for everything else included.

Speaks your language

ARR / MRR (Annual / Monthly Recurring Revenue)
Normalised recurring revenue — the denominator for almost every SaaS metric.
NRR (Net Revenue Retention)
Expansion minus contraction and churn on the existing base; above 100% means growth without new logos.
CAC / LTV (Customer Acquisition Cost / Lifetime Value)
The unit economics pair that determines whether growth is fundable.
POC / Pilot (Proof of Concept)
A time-boxed technical evaluation against agreed success criteria.
TCV / ACV (Total / Annual Contract Value)
Whole-contract value versus its annualised slice — never quote them interchangeably.
SOC 2
A security attestation enterprise buyers ask for before a vendor touches their data.
SSO / SAML / SCIM
Enterprise identity standards for single sign-on and user provisioning — usually a hard requirement.
Land & Expand
Start with a small, provable deployment and grow it into the wider organisation.
Consumption Billing
Charging on measured usage rather than seats; shifts revenue risk onto adoption.
Design Win
In hardware and semis, being selected into a customer’s product — the point revenue becomes near-certain.
ROAS (Return on Ad Spend)
Revenue generated per unit of advertising spend.

Questions

What does the Technology, Media & Telecom pack add to SalesOS?

3 ready-made pipelines (Land & Expand, Renewals & Expansion and Partner-Sourced Deals) with stage exit criteria, 14 custom fields across accounts, contacts, deals, products and quotes, 12 industry KPIs, a glossary and buyer personas for AI coaching. The interface also speaks your language: deals become “Deal” and products become “Plan / SKU”.

Which Technology, Media & Telecom features need which plan?

The pack's pipelines and terminology work on every plan, including the free trial. Its custom fields need Professional or above. Industry features: Subscription & Usage Lifecycle (Professional); Channel & Partner Monetization (Enterprise); Product Usage & Consumption Analytics (Enterprise); Revenue & Forecast Intelligence (Professional); Predictive Intelligence (Enterprise).

How does SalesOS keep its AI compliant in technology, media & telecom?

Every AI prompt for a Technology, Media & Telecom workspace carries hard rules the assistant may not break, for example: Never claim a security certification, compliance attestation or uptime SLA the company has not stated it holds. Do not promise unreleased functionality or a delivery date as if it were shipped.

Can we change the pipelines and fields?

Yes. Applying the pack creates ordinary pipelines and custom fields in your workspace, so you can rename, reorder or remove them like any other. Re-applying it only adds what is missing.

How do we turn it on?

Pick your industry when you set up your workspace, or later under Settings → Industry Pack. Applying it sets up the pipelines, fields and buyer personas in one step.

Other industries

See it with your own pipeline

Start a free trial, pick Technology, Media & Telecom, and its pipelines and terminology are ready in one step.

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