MEDDIC for Presales - Metric
Last week, we mentioned how Presales should leverage MEDDIC to anchor discussions, technical criteria, and evaluation objectives to identify business pain rather than technical pain. As you conduct discovery and dig into that pain, you will certainly uncover a lot of numbers. But not all numbers are MEDDIC Metrics.
A MEDDIC Metric articulates value and urgency. A weak or worthless metric will result in weak responses to Why Buy and Why Buy Now. You will be wasting precious time unless you have a strong, robust Metric that…
expresses tangible economic value,
creates urgency within a period of time,
connects to an organization's goal and
validated by your EB as important to them.
As you move through the sales cycle, you’ll continue solidifying and strengthening your Metric and, ultimately, your solution value. The trick is not to get distracted by all the other numbers that may surface.
Quantified Pain Points
Often, numbers expressed are quantified pain points, e.g., it takes a dedicated team of 10 each week to produce these leadership reports. Your sales rep may be tempted to translate them into an ROI justification. Reducing those reporting efforts by 50% will save you $500K annually. If headcount savings were the only objective, I’m sure that the organization would be able to eliminate five seats elsewhere. That won’t help you sell your solution.
As presales, you have a special role in evaluating expressed numbers and helping build that robust Metric communicating the true business value that matters. Further, you will want to determine which quantified pain points will be included as evaluation success criteria. Prioritize them. Choose those your solution best address. Remove any that may not be relevant.
Our Metric Is Your Metric
We all know the power of reference selling and telling customer success stories. Good sales plays will certainly contain positioning declaring big success numbers. “On average, our customers see an X reduction or Y increase.” These help establish credibility. Fantastic. But that may not be the objective of your customer.
During technical discovery and throughout the valuation process, we have unique opportunities to ask how process and technical improvements may impact and deliver value to that business. Leverage that presales curiosity to dig, unpack, and uncover those Metrics articulating the true value the customer seeks.
Connecting the Dots
Similar to Pain, the key objective for presales is connecting the dots. The conversations Presales has to allow them to link all the numbers expressed to that key Metric & value. But presales contribute even more to connecting your solution to that Metric; why buy us?
A technical win becomes achievable and commercial inevitably created when you demonstrate that your solution uniquely provides the capabilities required to deliver the value articulated in the Metric. A strong Metric will help you contain and control your evaluation. Your Metric will bind together everything included. If the criteria don't directly align with your Metric then you should question its value and inclusion.
The Presales Advantage
When presales contribute to MEDDIC, numbers are assessed, objectives are unpacked, and true value emerges. Armed with a strong Metric, presales anchor evaluation efforts and prevent distraction by quantified pain points. When presales work with their sales partner to uncover a Metric that matters, success is just around the corner.
MEDDIC offers a structured approach to identifying and addressing technical and business pain points. Understanding the difference and connecting these pains empowers presales professionals to offer compelling solutions and drive successful sales engagements.
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