Detective MEDDPICC
Quantifiable measurements and proof of the business benefits of the solution
Metrics
Begin building a Deployment Plan
Stage 1: Discovery
Coach agrees Intellistack may be able to solve their problem and has asked for additional conversation & project is active
Stage 0: Qualification
Final upload of Deployment Plan
SE
The individual within the customer's organization who is required for the final "yes"
Economic Buyer
Engage Product Managers when an opportunity is dependent on future roadmap functionality
Stage 1 - Discovery
(Post Technical Discovery)
Customer understands Intellistack can be a viable solution (convinced we can add value)
Stage 1: Discovery
Internal alignment meeting post-sale, pre-onboarding
CSM
The person(s) with power and influence inside the customer's organizatoin who are actively selling on your behalf
Bring CSM in to advance opportunity
Stage 2 - Validation
Customer is aligned to technical validation, agreed on mutual path to close
Stage 2: Validation
Delivers basic demo
AE