THE LEARNING SYSTEM: DRIVE
ACMEAi Security: Behavior Change
Ensuring long-term adoption by embedding MEDDPICC into the systems where your deals live.
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.
System Enforcement
How our Drive assets ensure methodology becomes the default:
CRM Stage-Gates: Mandatory D2 & P verification before stage exit.
Automated Prompts: Real-time alerts for missing Metrics (M) or Pain (I).
Dashboards: Correlating Champion (C1) power to deal velocity and win rates.
Drive Deliverables
CRM Stage-Gates & Evidence MapD2, P, M, I
Hard requirements for CRM stage progression and evidence.Automated Coaching Prompt LibraryALL
Rules-driven prompts for identifying and closing deal gaps.Manager Operating RhythmALL
Weekly routines for deal reviews and methodology reinforcement.Dashboards & Measurement SpecALL
Defining adoption, quality, and pipeline impact metrics.