THE LEARNING SYSTEM: DESIGN
ACMEAi Security: MEDDPICC Deal OS
Designing the frameworks that convert methodology into field execution.
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 Design assets map to the MEDDPICC framework:
Standardized Rubric: Verifies Metrics (M) and Pain (I) through evidence.
Evidence Library: Captures Champion (C1) power and competitive talk-tracks.
Stage Gate Spec: Locks Decision (D2) and Paper (P) processes into the CRM.
Program Deliverables
Executive OverviewALL
Strategic alignment and program roadmap.Scoring RubricM, I, E
Verifying Metrics, Pain, and EB alignment.Evidence LibraryC1, C2
Validating Champion power and Win strategy.Stage Gate SpecD2, P
Hard-coding Decision and Paper process.Manager Deal ReviewALL
Coaching scripts for identifying deal gaps.CRM Field MappingD2, P
Technical implementation for system enforcement.Certification KitALL
Pass/fail gates for methodology mastery.