MEDDPICC – GO LIVE PLAN

A POWERFUL TOOL TO HELP TAKE CONTROL OF THE MEDDPICC - PAPER PROCESS

THE GO LIVE PLAN

The Go-Live Plan is a tool Elite Sellers use to plan through the Decision and Paper Processes with their customer. The origins of the Go-Live Plan come from the ‘Close Plan’, which is a document that enterprise Sellers have been using for decades to present their interpretation of the steps ahead of themselves to get their deal closed. 

I most frequently see Close Plans used internally to sales organizations because the language is focused on the Seller’s goals and not the buyer’s. After all, who likes to be ‘closed’?

Using a Close Plan internally misses two huge opportunities for the Seller. The first is the chance for the Seller to obtain consensus from the customer about the stage they are at and the stages ahead of them. The second is by making it a one-sided document that the buyer has very little input into its direction.

The Go-Live Plan is an open and collaborative document that is designed to be worked upon in collaboration with the customer.

You can see a sample of a Go-Live Plan below:

GO LIVE PLAN SAMPLE

Here is an example of a mocked-up Go Live Plan with a pretend customer.

The key elements are:
- That it is written as a customer-facing document
- Working back from the customer's compelling event (usually their Go Live date)
- Encourage your customer to participate and make their own updates
- Communicate within the document
- Get your entire team using the document


CLICK TO SEE A POP UP EXAMPLE OF A GO-LIVE PLAN
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WHY YOU SHOULD USE A GO-LIVE PLAN?

Every enterprise deal should have some form of a plan for working through the closing stages of a deal. As has already been mentioned - most of these plans are either totally Seller sided or are biased towards the Sellers priorities.

The Go-Live Plan acts as a mutual close plan, some may call it a 'Mutual Action Plan'. The main difference is that the Go Live Plan focuses on the solution going live as the goal, not closing the deal, thus making it much more likely that a customer will buy into its use.

There are many great benefits to using a Go-Live Plan - Here is my top Five:

1. IT IS CUSTOMER FOCUSED

It is written in the language of the customer, not the Seller. The Seller cares about the contract date, the customer cares about the go-live date.

As the document is called a ‘Go-Live Plan’, its goal is to get the customer to go live with your solution. The final stage is the ‘go live’ stage, not the ‘close’. 
That said, whilst you may use the Go-Live Plan after your deal is signed, it is likely that your organization has an entirely different (and more proficient) process in place to progress the customer from going through the implementation stages towards their go live, however, the rationale for looking further ahead has two benefits: 

FOCUS ON THE CUSTOMERS GOAL

It eradicates the feeling the customer is likely to get with a ‘Close Plan’ where it seems the Seller is only interested in getting their deal ‘closed’. The focus of a Go-Live Plan is getting the solution live! 

PLAN BACKWARDS

The Go-Live Plan is most effectively used when planning backwards from a targeted Go Live date. Working backward from a deadline takes us to our second major benefit of using a Go-Live Plan:

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2. IT INSPIRES URGENCY

Whilst this benefit could easily fall under the former two benefits, it is such a strong benefit when used correctly that it deserves its own section: 
Throughout the course of your deal, the customer will ask a number of questions through a number of channels—from in-person to calls and email. Capturing all of these questions and adding them to a ‘Q&A’ part of your Go-Live Plan has three distinct benefits: 


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3. IT'S THE BEST PLACE FOR STUFF

Throughout the course of a deal, Sellers and buyers share a huge amount of information with each other. Much of this information is shared in document format and gets passed via email where it stays for reference. Elite Sellers surface the information into the Go-Live Plan by adding relevant information to the fields of the document, as well as adding links to any useful documents such as the proposal or business case within the Go-Live Plan. 

This improves the selling experience for the customer who now has just one place to go to find all important information and documentation, but it also has one major added bonus which is that it means the Go-Live Plan is more likely to be visited by the customer to obtain the information and links it contains, subsequently bringing them to the Go-Live Plan where they are likely to digest any updates and potentially even make their own updates. 
Many Elite Sellers will use the top information section of their Go-Live Plan to display information to the customer. This is a great place to Price Condition your customer with your estimated cost earlier in the deal cycle. 

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4. IT IS COLLABORATIVE

The Go-Live Plan is most effectively deployed in a live state. This means that only one version exists that can be updated in real-time by all people with access to it. 
At the time of printing, Google Documents is the best solution for this purpose as it is not only easy to use and share, but it is also widely adopted enough that there is rarely a barrier to entry for the customer to use it. 
Google Documents is also useful as you can tag other users with comments and questions on parts of the Go-Live Plan.1 0 2 
In the most successful instances, your customer will collaborate on the Go-Live Plan with you. They will update the stages and timeframes themselves and take ownership of tasks and milestones. 
Your Champion will help you ensure the plan is accurate and shared internally with all stakeholders. 


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5. MAKE IT THE PLACE FOR Q&A

Whilst this benefit could easily fall under the former two benefits, it is such a strong benefit when used correctly that it deserves its own section: 
Throughout the course of your deal, the customer will ask a number of questions through a number of channels—from in-person to calls and email. Capturing all of these questions and adding them to a ‘Q&A’ part of your Go-Live Plan has three distinct benefits: 

CONVENIENT

It is convenient for your customer - they know they can go to the Go-Live Plan to find the Q&A 

DURABLE

Answering questions in a document allows you to link to supporting documentation, or to include graphics within your answer 

BUILDS TRUST

It builds trust as there is an easy to find and auditable list of questions that have been asked and their answers 

INCREASE ENGAGEMENT

It allows Sellers to follow up on important questions that were asked and engage other stakeholders from both sides to weigh in on the response 

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GET YOUR GO-LIVE PLAN

Save time in building your own Go-Live Plan by downloading ours.

What is included:
- Full Access to the MEDDICC Go-Live Plan
- Available in the following formats:
- Google Doc (Best for live collaboration)
- Word Doc
- PDF
- Notion
- Evernote
- Complete with customer example


CLICK HERE TO BUY
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