Deltek Basics
This is Deltek’s primary customer focus.
What are Project Based Businesses?
The “M” in MEDDPICC stands for this.
What is Metrics?
This framework answers “Why Change, Why Now, Why Deltek.”
What is Value Selling?
A&E stands for this Deltek customer segment.
What is Architecture & Engineering?
Get a look at the city, if you can wait in line long enough at in this high towering New York City classic.
What is the Empire State Building?
This executive kicked off onboarding to discuss Deltek strategy and vision.
Who is Bob Hughes?
This MEDDPICC element identifies the person with financial authority.
Who is the Economic Buyer?
SDRs are responsible for qualifying opportunities to this stage.
What is SQO?
This Deltek ERP is heavily associated with GovCon customers.
What is Costpoint?
Seen in opening theme song of Full House, this renowned bridge sports a view of the bay.
What is the Golden Gate Bridge?
Deltek solutions help customers manage these three things.
What are projects, people, and finances?
This MEDDPICC element helps uncover required capabilities and priorities.
What is Decision Criteria?
The goal of discovery is understanding this, not pitching product.
What are customer business outcomes?
Deltek Customers often work with contracts that are lump sum, and this type of billing.
What is Billable Hours/T&E/T&M
Rio de Janiero is home to this colossal statue. And although there are many of it's kind, this one has become the most iconic of these religious vantagepoints.
What is the Cristo or specifically "Christ the Redeemer"?
This company owns Deltek.
What is Roper Technologies?
This MEDDPICC element identifies internal systems or the status quo.
What is Competition?
This methodology is used to inspect deal quality and forecast confidence.
What is MEDDPICC?
GovCon customers often care deeply about these compliance standards.
What are DCAA/FAR/DFARS/CMMC requirements?
This rock face boasts one of the greatest in Yosemite, but you don't have to risk it on on a "Free Solo" climb to get there, you can always hike up the other side.
What is El Capitan?
Deltek’s mission is centered around helping customers deliver projects that are this.
What is successful, profitable, on time, efficient?
This is the difference between identifying pain and creating urgency tied to business impact.
What is implicating pain?
Strong sellers move conversations from features to this.
What is business impact/value?
Replicon and this PSA solution are commonly discussed together for PS customers.
What is Polaris PSA?
Get a glimpse at the raging sea, battering the west coast of Ireland, from these coastal, high set grassy plains.
What are the Cliffs of Moher?