The Decision Process (DP) is part of the MEDDPICC Sales Methodology, which is all about how a client finally decides to buy your amazing product. It's like navigating a maze of evaluations, approvals, and paperwork. Buckle up, because here’s the scoop on how it all goes down!
Decision Process: The What and Who
Imagine the Decision Process as a grand quest involving key players like the Economic Buyer, Champions, and a bunch of technical and business evaluators. These heroes of the MEDDPICC realm are on a mission to make the right buying choice through demos, Proof of Concepts (POCs), and heaps of cost justification.
Three Key Components of the Decision Process:
- Solution Evaluation Process (Technical) - Think of this as the battle of the tech wizards. Vendors are summoned, demos are performed, and POCs are crafted. It's like a magical duel to prove whose tech can vanquish the client’s pain points. You’ll need to impress architects, technologists, and operations managers—basically, anyone who touches the tech.
- Approval Process for Allocation of Budget (Business) - Once the techies give a thumbs-up, it's time to present your case to the Economic Buyer and the business bigwigs. This is where the real magic happens. Convince them with your solution’s ROI, and navigate the tricky waters of the Project & Portfolio Management (PPM) approval.
- Paper Process (Legal & Procurement) - Just when you thought it was over, the final boss battle begins: the Paper Process. Negotiations with procurement, legal jargon, and the quest for the holy PO number ensue. Be ready for a flurry of paperwork, and make sure you’ve got your Champion and Economic Buyer ready to pull you through.
The Epic Steps in Detail:
Solution Evaluation Process (Technical Decision Process):
- Call the wizards (vendors) for demos.
- Gather the tech evaluators for a grand council.
- Uncover pain points and decision criteria from every angle.
- Define what success looks like for POCs, workshops, or pilots.
- Meet the Economic Buyer early to set the stage for a victorious validation event.
Approval Process for Allocation of Budget (Business Decision Process):
- Present findings to the Economic Buyer and business decision-makers.
- Use echo back meetings to ensure everyone’s on the same page.
- Justify costs vs. ROI to the financial overlords (CFO, CEO, board of directors).
- Answer the three big WHYS: Why this project? Why this vendor? Why now?
Paper Process (Legal & Procurement):
- Negotiate terms with purchasing and sourcing.
- Finalize the legal paperwork and frame contracts.
- Ensure all required signatures are ready to avoid delays.
- Have a reverse-engineered close plan to stay on track.
Tips for the Battle:
- Be Paranoid: Plan for the worst-case scenarios.
- Champion Multiple Heroes: Don’t rely on a single Champion.
- Communicate Clearly: Have your answers to the three WHYS ready on three slides.
- Stay Vigilant: Things will go wrong—be ready to adapt and conquer.
