EXECUTIVE MEDDPICC DISCOVERY & ACCOUNT QUALIFICATION PLAYBOOK 1. MEDDPICC Account Qualification Framework: - Metrics: Target reduction of compliance audit prep time by 75% and zero audit fines across 8,500 employee endpoints. - Economic Buyer: Chief Information Security Officer (CISO) and Head of Enterprise Risk; ultimate sign-off tied to annual board risk governance mandate. - Decision Criteria: Real-time DLP policy enforcement, sub-second latency for API compliance calls, SOC2 Type II certification, and localized data residency. - Decision Process: Technical evaluation by SecOps team (3 weeks) -> Security committee approval -> Legal DPA sign-off -> Procurement approval. - Identify Pain: Fragmented identity stores leading to elevated insider risk and manual tracking overhead during quarterly fintech audit cycles. - Paper Process: Standard enterprise master cloud services agreement with custom cyber liability insurance exhibit ($10M cap). - Champion: Senior Director of Security Operations seeking automated continuous compliance tooling to prevent engineering burnout. 2. Executive Discovery Call Script & Question Architecture: - Q1 (Metrics): "What is your team's projected overhead cost if quarterly regulatory audit preparation continues manually through the next fiscal year?" - Q2 (Economic Buyer): "When the security budget is finalized, who has the final authority to reallocate funds if an unbudgeted compliance mandate arises?" - Q3 (Decision Criteria): "What specific benchmarks will the architecture committee require before approving a third-party access governance engine?" - Q4 (Decision Process): "Can you walk me through the step-by-step review process between completing technical validation and issuing a formal purchase order?" - Q5 (Identify Pain): "Where is your team experiencing the greatest friction right now between developer release velocity and mandatory compliance gating?" - Q6 (Paper Process): "Who outside of IT—such as legal counsel or external infosec auditors—must formally approve the contract terms?" 3. Red-Flag Early Warning & Deal Risk Diagnosis: - Red Flag 1: Internal champion lacks budgetary influence or access to the CISO. Counter-Maneuver: Jointly co-author an executive business case briefing focusing on risk mitigation ROI to secure a joint CISO executive sponsor session. - Red Flag 2: Ambiguous procurement approval timelines causing post-POC stall. Counter-Maneuver: Establish a mutual close plan during the technical trial locking down legal redline windows and vendor security questionnaire turnarounds. - Red Flag 3: Unclear criteria for technical evaluation success. Counter-Maneuver: Define a strict 3-criteria proof of value agreement upfront signed by the evaluation team lead. 4. Executive Qualification Scorecard & Deal Gate: - Stage Gate Status: Qualified to Advance to Formal Architecture Review. - Confidence Score: 85/100 (Strong champion alignment, clear economic payback metric, low integration complexity).