31 Aug 2020
(C) Competition: competitive strengths, weaknesses, and differentiators, including competitor’s champions
Handbook: MEDDPPICC
https://about.gitlab.com/handbook/sales/meddppicc/#competition
Handbook: MEDDPPICC
https://about.gitlab.com/handbook/sales/meddppicc/#competition
- 1 participant
- 3 minutes
31 Aug 2020
Decision Criteria is the formal solution requirements against which each buyer or user persona in the decision process will evaluate, this includes the technical and financial lens with which the customer views GitLab.
- 1 participant
- 4 minutes
31 Aug 2020
Decision Process is the process and timeline by which the customer will evaluate, select, and purchase a solution.
Handbook: MEDDPPICC
https://about.gitlab.com/handbook/sales/meddppicc/
Handbook: Sales Operating Procedures
https://about.gitlab.com/handbook/sales/sales-operating-procedures/deal-closure/#1-create-a-mutual-close-plan
Handbook: MEDDPPICC
https://about.gitlab.com/handbook/sales/meddppicc/
Handbook: Sales Operating Procedures
https://about.gitlab.com/handbook/sales/sales-operating-procedures/deal-closure/#1-create-a-mutual-close-plan
- 1 participant
- 2 minutes
31 Aug 2020
(I) Identify Pain: the problems created by the customer's current state (nobody buys until there is pain!)
Handbook: MEDDPPICC
https://about.gitlab.com/handbook/sales/meddppicc/#identify-pain
Handbook: Sales Operating Procedures
https://about.gitlab.com/handbook/sales/sales-operating-procedures/facilitate-the-opportunity/#step-1-discovery-questioning
Handbook: MEDDPPICC
https://about.gitlab.com/handbook/sales/meddppicc/#identify-pain
Handbook: Sales Operating Procedures
https://about.gitlab.com/handbook/sales/sales-operating-procedures/facilitate-the-opportunity/#step-1-discovery-questioning
- 1 participant
- 4 minutes
31 Aug 2020
Paper Process is the process by which the customer will document and execute the process of purchasing (including the MSA, order form, PO, etc.)
Handbook: MEDDPPICC
https://about.gitlab.com/handbook/sales/meddppicc/#paper-process
Handbook: Sales Operating Procedures
https://about.gitlab.com/handbook/sales/sales-operating-procedures/deal-closure/#deal-closure
Handbook: MEDDPPICC
https://about.gitlab.com/handbook/sales/meddppicc/#paper-process
Handbook: Sales Operating Procedures
https://about.gitlab.com/handbook/sales/sales-operating-procedures/deal-closure/#deal-closure
- 1 participant
- 2 minutes
31 Jul 2020
Short video featuring GitLab's Michelle Hodges (VP, WW Channel Sales) announcing a new P in MEDDPPICC. See https://about.gitlab.com/handbook/sales/#capturing-meddppicc-questions-for-deeper-qualification for more information.
- 2 participants
- 5 minutes
