M is for Metrics: Metrics represent the measurable indicators of the value that your solution can deliver.
D is for Decision Criteria: The Decision Criteria are the standards, expectations, and specific requirements an organization relies on to evaluate and select the right solution.
P is for Paper Process:The Paper Process refers to the set of steps that occur after the decision has been made, outlining how the deal moves from approval to a signed agreement..
C is for Champion:The Champion is an individual within the customer’s organization who possesses the influence, authority, and trust needed to advocate for your solution.
E is for Economic Buyer: The Economic Buyer is the individual who holds the ultimate decision-making authority in the purchasing process.
D is for Decision Process: The Decision Process outlines the sequence of actions the buyer will take to determine whether or not they will move forward with purchasing your solution.
I is for Identify Pain: Identify and assess the challenges or pain points that your solution is specifically designed to address and resolve.
C is for Competition:The Competition includes any individual, vendor, or internal initiative that is vying for the same budget or resources as your solution.
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