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Hacking Inside Sales and Pipeline Generation
1. Hacking Inside Sales and
Pipeline Generation
Tom Murdock
WW Inside Sales
@TomMurdock
2. A bit about Acquia
→ We’re a software company providing the Acquia
Platform, which enables customers to build, run, and
optimize incredible digital experiences.
→ 7 years old
→ 625 people
→ $120MM in bookings, 2014
→ HQ in Boston
@TomMurdock
28. @TomMurdock
R – Response to Discovery Letter
E – Eval Process and Timeline
N – Next step booked requires
customer action w/in X time.
T – Technical pain = business pain
A – Agreement on Value Prop
L – Landscape of Opp
30. MEDDICC
→ M – Metrics: We know their business metrics that drive a
compelling ROI for an Acquia solution.
→ E – Economic buyer (budget holder) is identified and we
are in discussions with that person (or have validated
from them that they are delegating early stages to
lieutenants)
→ D – Decision Process – who is on the evaluation team
(influencers) and who has the final call/recommendation
@TomMurdock
31. → D – Decision criteria: what are the business and technical
criteria that will drive a decision?
→ I – Identified Pain: who it impacts, what a more precise
cost of that pain is, and what happens if they “do nothing”
→ C – Competition: who are we up against? Other
companies? DIY?
→ C – Champion: we have a champion, or we’ve identified
who it could be and are planning how to engage
@TomMurdock
33. @TomMurdock
Two page document filed out by rep.
Audited by someone not involved in the
deal – typically sales leadership.
Goal: Find and fill the holes.