MEDDICC & CoM (Ready)

Question 1

What does the M in MEDDICC stand for?

Answer 1

Metrics

Question 2

What does the E in MEDDICC stand for?

Answer 2

Economic Buyer

Question 3

What does the 2 Ds in MEDDICC stand for?

Answer 3

Decision Process, Decision Criteria

Question 4

What does the I in MEDDICC stand for?

Answer 4

Identified Pain

Question 5

What does the 2 Cs in MEDDICC stand for?

Answer 5

Champion, Competition

Question 6

How should you think about Metrics? What should you be asking yourself?

Answer 6

Be specific.
What is the specific data tied to the technical pain? What is the business impact? Financial impact? Specific numbers, not a vague sentence.

Question 7

What are the 4 key qualities you need in a Champion?

Answer 7

Can get you a meeting with the Economic Buyer
Is actively selling on your behalf,
Knows and can repeat the 3 Why’s
Gains personally by bringing in Datadog

Question 8

How do you know when you’ve found the Economic Buyer? What should you be asking yourself?

Answer 8

Is this the person who will need to move money away from other projects to pay for Datadog?

Question 9

What is the difference between Technical Pain and Business Pain?

Answer 9

Does it impact an individual (technical) or does it impact the business?

Question 10

What does the Decision Process outline? What should you be asking yourself?

Answer 10

The steps between initial conversation and signed contract. Timeline? Who needs to be involved and when?

Question 11

What does the Decision Criteria outline? What should you be asking yourself?

Answer 11

Priorities when deciding to buy Datadog or not. 
Where are these coming from?
What are the metrics?
Are they prioritizing the right things?
Tie it back to the business pain.

Question 12

What is always the biggest competitor to all deals. Why?

Answer 12

Doing nothing. It’s easy and might seem like a low risk option. Might justify as, “good enough”.

Question 13

What is a Coach?

Answer 13

Someone who is advocating for Datadog, but doesn’t have access to the Economic Buyer.

Question 14

What is a Target Champion?

Answer 14

Someone who might eventually be a Champion, but doesn’t currently qualify.

Question 15

What does the Before Scenario describe?

Answer 15

How things are running today. Current state.

Question 16

What do Negative Consequences describe? How should we think about them?

Answer 16

What are the important pains/risks related to the Before Scenario. Why are these important specifically?

Question 17

What does the After Scenario describe? How should we think about it?

Answer 17

How they want things to operate. Future state. Why specifically is this the goal?

Question 18

What do Positive Business Outcomes describe? How should we think about them?

Answer 18

What are the important benefits of moving from their current state (Before Scenario) to their ideal future state (After Scenario)?
Why specifically are these important?

Question 19

What do Required Capabilities describe? How should we think about them?

Answer 19

What does the prospect need from us (or otherwise) to achieve their goals and make this move from their current state (Before Scenario) to their ideal future state (After Scenario)? Why? How have we influenced these to align to Datadog?

Question 20

What do Metrics (CoM) describe? What question should we be asking ourselves?

Answer 20

What important data are we using to measure the benefits of moving from their current state (Before Scenario) to their ideal future state (After Scenario)? Why this data and these metrics?

Question 21

Why use Command of the Message?

Answer 21

To better understand the prospect’s pain and goals, to understand and be able to articulate the value we’re providing, and influence the required capabilities.

Question 22

Why use MEDDICC?

Answer 22

To identify gaps and de-risk the deal, through constant action items. Always asking - what’s the next step? Where can this deal go sideways? What else can we do?