CEO Corner
Bob Hughes encouraged new employees to spend time with this group because understanding their challenges is one of Deltek’s biggest competitive advantages.
Who are customers?
This MEDDPICC element helps quantify the business value of solving a problem.
What are Metrics?
Traditional ERP systems are typically organized around this financial structure.
What is the General Ledger?
This Deltek solution helps government contractors identify and pursue new opportunities.
What is GovWin IQ?
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?
Bob identified this technology as one of the most important skills employees can develop, regardless of their role.
What is AI?
This MEDDPICC element focuses on finding someone who will actively advocate for your solution when you’re not in the room.
What is a Champion?
Project ERP systems organize work and financials around this instead.
What is a Project Ledger?
This Deltek solution is the leading ERP for government contractors.
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?
Bob believes early-career employees should spend time in the office because it allows them to learn through observation, mentorship, and collaboration. This was his main reason for emphasizing this.
What is "Learning from colleagues and gaining experience through exposure to others."?
This MEDDPICC element helps you understand how a customer will evaluate and compare solutions.
What are Decision Criteria?
This is the name of Deltek’s architectural foundation that provides governance, compliance, security, and shared data across applications.
What is Deltek Native Architecture (DNA)?
An architecture, engineering, or consulting firm looking for project accounting and resource management would most likely use this Deltek ERP.
What is Vantagepoint or Ajera?
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"?
Bob explained that Deltek’s success is not just about having great software. He believes the company’s real advantage comes from its deep understanding of this.
What are customers and their industries?
A prospect tells you they are evaluating Deltek alongside two other vendors and already have a long-standing relationship with one of them. This MEDDPICC element should immediately be top of mind.
What is Competition?
A government contractor concerned about audits, compliance requirements, and risk reduction would be most interested in this Deltek advantage.
What is "Governance and Control Built In"?
A customer uses GovWin IQ to find opportunities, Costpoint to manage projects, and Cobra to track performance. This is how we talk about the benefit of using all three together.
What is "Managing multiple stages of the project lifecycle from pursuit through execution."
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?
Bob described Deltek as helping customers win projects, plan projects, execute projects, and learn from projects. This is the business concept that ties all four of those activities together.
What is the Project Lifecycle?
A prospect loves your solution but cannot approve the purchase, which implies that this MEDDPICC element is missing.
Who is the Economic Buyer?
This is one of the biggest challenges Deltek helps customers solve: when project information lives in spreadsheets, emails, and seperated systems.
What are Disconnected Tools or Disparate Systems?
This Deltek solution helps organizations manage earned value and project performance on large, complex programs.
What is Cobra?
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?