As our friends at PDAgroup write in their ebook on the ABCs of Enablement:
A qualification methodology which stands for:
- M – Metrics
- E – Economic Buyer
- D – Decision Process
- D – Decision Criteria
- I – Identify Pain
- C – Champion
Variations of this approach include MEDDICC (including Competition) and MEDDPIC (including Paper Process).
Living Enablement as a practitioner and as a leader. I’ve seen the confusion and frustration that many practitioners live. From working in other areas of the business, I’ve also seen the genuine need for the capabilities that enablement provides.