Projects that involve multiple buyers
Products that involve change management
Complex B2B sales
MEDDIC is actually quite simple for today’s complex enterprise deal (yes, we went ahead and said it!).
There are three major areas of gaps when MEDDIC deployments meet today’s enterprise sales deals:
MEDDIC deployments are not customer facing and suffers from garbage in - garbage out
MEDDIC helps qualify, but fails to develop opportunities
MEDDIC is not designed to manage complexities with large stakeholder teams
A lot of experienced sellers already use Close Plans or Mutual Action Plans (MAP) to plan through the decision and paper processes with their buyers.
Close Plans are designed to help a seller win deals without any explicit need to include the buyer in the process of creating it. MAPs are an improvement from Close Plans in the sense that they are buyer facing, but because the focus is on project management alone, they are usually abandoned after the contract is signed and do not get used for any meaningful buyer value delivery. To that extent, MAPs are Close Plans that get occasionally reviewed with a buyer 2-3 times in the entire sales cycle.
Mutual Success Plan (MSP) is a new way of buyer engagement that is focused on two key concepts – ‘Mutual Success’ and ‘Success Plan’. ‘Mutual Success’ is about establishing a shared understanding of what success means for you and your buyers. ‘Success Plan’ is the shared path that you and your buyer need to take in order to reach the mutually desired outcomes.
MSPs start with value discovery and go all the way through to value realization for the buyers (contract signing is just one step in this process). MSPs are co-developed with the buyers and continuously reviewed with them throughout the relationship to ensure that both parties are always directing their efforts in the joint pursuit of buyer outcomes and make necessary course-corrections in cases of any deviation.
This new way of buyer engagement aligns with modern buyer expectations around self-service and outcome-driven vendor relationships.
Mutual Success Plan (MSP) is a new way of buyer engagement that is focused on two key concepts – ‘Mutual Success’ and ‘Success Plan’. ‘Mutual Success’ is about establishing a shared understanding of what success means for you and your buyers. ‘Success Plan’ is the shared path that you and your buyer need to take in order to reach the mutually desired outcomes.
Mutual Success Plans transform buyer engagement from manual, siloed, and disconnected to data-rich, collaborative, and outcome-driven experience. It is where the selling and buying teams come together to define the mutual business outcomes and continuously align and collaborate on accomplishing those in time (read MEDDIC). It keeps all parties accountable and focused on the goals, milestones, metrics and the plan that help maximize the potential of the relationship.
With BuyerAssist, revenue teams leverage Mutual Success Plans as a
customer facing tool to discover, align and collaborate with their buyers
on all aspects of MEDDIC. It ensures B2B relationships are digital first and
value driven.
Todays’ buyers are under incredible pressure to show measurable value in a timely manner. MSPs are co-developed with the buyers and to ensure that both parties are always directing their efforts in the joint pursuit of buyer outcomes, and make necessary course-corrections in cases of any deviation. This new way of buyer engagement aligns with modern buyer expectations around self-service and outcome-driven vendor relationships.
Senior Director Revenue Enablement
VP of Sales Operations & Business Development
Director Global Sales Ops
BuyerAssist is a buyer engagement platform used by sales teams to engage, collaborate and align with their buyers at each step in the enterprise sales process.
We digitize ‘’Mutual Success Plans” to drive transparency and visibility leading to faster value realization.
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