Metrics, Economic Buyer + Identified Pain
Metrics in MEDDPPICC are the _____ business benefits of Harness vs. the current state.
What is Quantified?
We have a high POV success rate when the decision criteria is aligned to these.
What is Harness Differentiators?
A well aligned partner can do this to the speed of the sales cycle.
What is Accelerate?
If someone has proven not to be a champion but still wants us to win, they are this.
What is a Coach?
The stage every opportunity starts in.
What is Research?
The number of EB(s) in a sales cycle.
What is One?
If your champion is able to sway decision criteria in Harness' favor, they have this.
What is Influence?
The paper process is the distinct process that must occur for this to happen.
What is Sign a Contract/Close a Deal?
A seller should do this to make the competition fail.
What is set traps?
This meeting needs to happen in order to move from Discovery to Scope.
What is the PAM?
The more pain that is identified, the easier it will be to quantify this.
What is business case/BVA/ROI?
Something that creates urgency in a decision process.
What is Compelling Event, Deadline or Strategic Initiative?
It is important to align with the partner in your account and ensure there is mutual _____.
What is Value?
What likely happens to a deal without a champion?
What is we lose it? "No champion, no deal."
The 3 most critical meetings in the Harness Sales Process.
What is the PAM, the EASR and the GnG?
The stage(s) in the sales cycle when pain is identified.
What is throughout the entire process/all with every new person you speak to?
This is a metaphor for the buyer's decision criteria.
What is shopping/grocery list?
Loop in this Harness team member early to co-develop an account and opportunity plan.
What is Field Partner Lead (FPL)?
After building a champion, you need to _____ and ______ them.
What is test and leverage/use?
While executing a PAM, be sure not to over-emphasize this.
What is the need for an Executive Alignment meeting?
It is important to qualify 2 things with the EB: the investment required and the _____ for that investment.
What is Timeline?
Three types of decisions made by the customer in the buying process.
What is Technical, Financial and Operational?
Partners influence deals through strategic relationships, service delivery, procurement channels or _____ _____.
What is Technical Validation?
A champion is an individual who wants us to win, sells for us in the account, and has the ability and willingness to do this.
What is arrange meetings with EB+?
The most difficult scenario to face in an EASR meeting.
What is the champion thinks they are the EB?