Our Qualification covers the fundamental knowledge of MEDDPICC
Our methodology covers the 'HOW' and the methods you can use to uncover pain, quantify value, differentiate and accelerate.
The Sales Process looks at the structured set of steps to convert prospects into customers. Analyzing stages, pipeline definitions and events.
Our products under the 'Measure' pillar help you assess the maturity of your GTM function and provides in-depth areas of improvement.
At it's core, mOS provides an opportunity management tool, designed to help sellers progress deals and highlight gaps in a proactive and efficient mindset
Built in org-chart, stakeholder mapping functionality. Add your core stakeholders across your opportunities and highlight potential gaps across Economic Buyers and Champions
mDB is not just a repository; it's a streamlined database aimed to simplify value propositions and enable alignment across GTM teams
Two-way sync with SFDC to ensure opportunities, stakeholders and deal information is integrated across CRMs
An AI tool built into mOS, sharing best practices, support, guidance and data with Sellers ensuring they're getting the very best from MEDDPICC
Explore our recent releases, learn about enhancements and see how we continue to evolve our purpose-built MEDDPICC platform to better serve your needs.
We offer two core products; MEDDICC Playbook and MEDDICC Operating System; together these products enable teams to adopt MEDDPICC and to maximize implementation ROI.
Our playbook helps you go from questioning the how to understanding the why. All of our enablement programs are part of our playbook.
We only work with companies, where we can see a clear ROI on your membership.
Our purpose-built MEDDPICC SaaS helps you put theory into practice. Currently only available for businesses and teams.
We only work with companies, where we can see a clear ROI on your membership.
We only work with companies, where we can see a clear ROI on your membership.
We only work with companies, where we can see a clear ROI on your membership.
We only work with companies, where we can see a clear ROI on your membership.
We only work with companies, where we can see a clear ROI on your membership.
The Decision Criteria are the various criteria by which a decision to process your solution will be judged.
Sometimes the Decision Criteria exist in a physical form where the customer has taken time to construct the specification of their requirements. However, more frequently the Decision Criteria will be an informal understanding across stakeholders.
An exception to this is, of course, if the customer has created criteria set out in an RFI or RFP process where the Decision Criteria play a large part in the specification to which the seller will be asked to respond to.
It is important that sellers establish early on whether a Decision Criteria exists and if not they set about on the task of helping their customers to establish and articulate one.
Elite sellers know that influencing the Decision Criteria is one of the best strategies to help them take advantage of any competitive differentiation they have.
You can generally define the Decision Criteria into three different types. How important each part of the Decision Criteria is will depend on the organization you are selling to and which stakeholder inside of it you are dealing with. For example, the CTO/CIO is going to be vastly more interested in the technical, Decision Criteria than the CFO who is more likely to be interested in the Economic part of the Decision Criteria.
Early-Stage: Do you have a Decision Criteria? What is it? What has influenced it? How can you influence it?
Mid-Stage: Do all stakeholders know the Decision Criteria and how you uniquely solve against them? How do you score?
Late-Stage: Do you have a consensus that you solve the Decision Criteria better than anyone else? If not what are you doing to solve that?
The Decision Criteria is a critical part of your customers' Decision Process. Whether they have a Decision Criteria formalized you have to be involved it is imperative that you get your hands wrapped around it to understand and where possible influence it.