[MEDDIC]
Metrics - What KPIs / drivers will we be contributing to? Revenue, productivity, time to market?
Economic Buyer - Who will sign the contract and/or who owns the budget?
Decision Criteria - Technical and commercial criteria; their priority and our position versus competition?
Decision Process - What is The Sequence of Events?
Identified Goal - Compelling Event. What is the individual or group objective? Are their serious consequences if not achieved?
Champion - Who is the Individual who has a personal win associated with the success of FAST? She provides easy access to MEDDI.
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1 comment:
Hi, what do you mean by FAST? MEDDI most likely means the MEDDI without C, correct?
Greets MG
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