The Paper Process is the series of steps that follow the Decision Process in how you will go from Decision to signature.
Generally, most of the Paper Process begins once the seller has been given a clear indication that they have been selected.
Most commonly when organization’s use MEDDICC they include the Paper Process within the Decision Process instead of calling it out as a separate letter like you would with MEDDPICC.
Having a Champion and access to the Economic Buyer is critically important to the seller if they want to run an efficient and predictable Paper Process.
Early: Can I get a brief snapshot of the Paper Process?
Mid: Were my initial assumptions and information correct? Is there anything I need to be prepared for or anyone I need to be introduced to?
Late: Do I fully understand the Process, People, and Timing and feel confident it is as my Go Live Plan shows?
Don’t make the mistake of thinking that the Paper Process is only something that happens late in your deals. The sooner you can get on top of the Paper Process the sooner you can optimize it.
This will save you precious time late in your deal and keep you on your front foot.
A thoroughly executed Paper Process leads to fewer surprises and vastly improved forecast accuracy.
