THE LEARNING SYSTEM: BUILD
ACMEAi Security: Behavior Change
Turning tribal knowledge into repeatable field execution through interactive practice.
The MEDDPICC Standard
M
Metrics
Quantifiable business impact of the security solution.
E
Economic Buyer
The individual with power to authorize spend.
D1
Decision Criteria
Technical and business requirements for the deal.
D2
Decision Process
Internal approval steps from 'Yes' to signature.
P
Paper Process
Legal, security, and procurement workstream timeline.
I
Identify Pain
Negative business consequences of doing nothing.
C1
Champion
Internal person with power driving the deal for us.
C2
Competition
Alternative vendors or the 'Internal Build' option.
Methodology Alignment
How our Build assets verify MEDDPICC mastery:
Interactive Modules: Scenarios targeting Metrics (M) and Pain (I).
Role-Play Packs: Verifying Champion (C1) and EB (E) readout readiness.
Capture Kit: Standardizing top-rep language for Competition (C2).
Build Deliverables
Interactive Module SetM, I, D2, P
Scenario-based training for security deal navigation.Immersive Role-Play PackC1, E, D2
Live practice with personas and grader scorecards.Certification SystemALL
Pass/fail standards tied to evidence-backed execution.Teach-Back Capture KitC1, C2
Harvesting best-in-class discovery and talk-tracks.