EXECUTIVE BRIEF
ACMEAi: MEDDPICC Deal OS
A complete system for evidence-based sales execution.
ACMEAi Use Case
Security deals at ACMEAi require technical proof and stakeholder alignment. The **Deal OS** converts MEDDPICC from theory into a repeatable system where stage progression requires verified evidence.
M
Metrics
The quantifiable business impact of the security solution.
E
Economic Buyer
The individual with the power to authorize spend.
D1
Decision Criteria
The technical and business requirements for the deal.
D2
Decision Process
The internal approval steps from 'Yes' to signature.
P
Paper Process
The legal, security, and procurement workstream timeline.
I
Identify Pain
The negative business consequences of doing nothing.
C1
Champion
An internal person with power driving the deal for us.
C2
Competition
Alternative vendors or the 'Internal Build' option.
Primary focus: M, I, E, D1
Design
Frameworks & Standards
+ Scoring Rubric (Metrics & Pain verification)
+ Evidence Library (Champion & EB alignment)
+ CRM Mapping (Technical spec for RevOps)
Explore Phase →
Primary focus: C1, C2, D2, P
Build
Practice & Certification
+ Role-Play Packs (Champion activation drills)
+ Capture Kit (Top-rep language for Pain/Comp)
+ Certification Gate (Pass/fail mastery checks)
Explore Phase →
Primary focus: ALL
Drive
Behavior Change
+ CRM Stage Gates (System enforcement)
+ Coaching Prompts (Automated deal gap alerts)
+ Adoption Dashboards (Pipeline impact tracking)
Explore Phase →