ABCDEFGHIJKLMNOPQRSTUVWXYZ
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Stage -->QualifyingDevelopingProposingNegotiatingProvisioningClosed Won
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Forecast Category -->PipelinePipelineBest CaseCommitCommitClosed Won
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Probability (%)
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Key Activities (indicate role)1. Ensure account fits ICP
2. Identify & engage 3 target personas
3. Conduct disco/demo meeting
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Key Assets (content & selling tools)
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Exit Criteria1. Discovery/demo meeting held between AE & prospect.
2. AE either advances the opportunity to indicate qualified OR dispositions as Disqualified.
3. Next meeting set		Prospect has broadly agreed on scope and high-level close planProspect receives initial proposalSigned contract
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ADVANCED
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MEDDPICC Criteria
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 Metrics
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 Economic Buyer
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 Decision Process
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 Decision Criteria
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 Paper Process
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 Identified Pain
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 Champion
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 Competition
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