MEDDPICC em Producao

MEDDPICC: Framework Completo

MEDDPICC adiciona Paper Process e Competition ao MEDDIC original, criando o framework mais robusto para vendas enterprise.

echo "=== MEDDPICC ==="
echo ""
echo "M - Metrics"
echo "E - Economic Buyer"
echo "D - Decision Criteria"
echo "D - Decision Process"
echo "I - Identify Pain"
echo "C - Champion"
echo "P - Paper Process (novo)"
echo "C - Competition (novo)"
echo ""
echo "Total: 8 pilares"

Pilar	Descricao	Quando se aplica
Metrics	ROI, TCO, business case	Discovery
Economic Buyer	Decisor financeiro	Antes da proposta
Decision Criteria	Requisitos de escolha	Discovery
Decision Process	Fluxo de aprovacao	Antes da proposta
Identify Pain	Dor critica	Discovery
Champion	Defensor interno	Durante todo ciclo
Paper Process	RFP, proposta, legal	Proposta
Competition	Concorrentes	Durante todo ciclo

Implementacao no Salesforce

echo "=== Salesforce MEDDIC Fields ==="
echo ""
echo "Custom Objects:"
echo "- MEDDIC_Score__c (Formula: sum dos pilares)"
echo "- MEDDIC_Metrics__c (Text Area)"
echo "- MEDDIC_Economic_Buyer__c (Lookup to Contact)"
echo "- MEDDIC_Decision_Criteria__c (Text Area)"
echo "- MEDDIC_Decision_Process__c (Picklist)"
echo "- MEDDIC_Identify_Pain__c (Text Area)"
echo "- MEDDIC_Champion__c (Lookup to Contact)"
echo "- MEDDIC_Paper_Process_Phase__c (Picklist)"
echo "- MEDDIC_Competition__c (Text Area)"
echo ""
echo "Picklist values for Decision Process:"
echo "- Identificacao da Necessidade"
echo "- Levantamento de Requisitos"
echo "- RFP / Cotacao"
echo "- POC / Avaliacao"
echo "- Aprovacao Final"
echo "- Legal / Contrato"

Scoring Rules

echo "=== MEDDIC Scoring Automation ==="
echo ""
echo "Regras de Automacao:"
echo ""
echo "Se MEDDIC_Score__c >= 48: Lead Status = 'Qualified'"
echo "Se MEDDIC_Score__c >= 36: Lead Status = 'Developing'"
echo "Se MEDDIC_Score__c < 36: Lead Status = 'Needs Qualification'"
echo ""
echo "Round-Robin Assignment:"
echo "Score >= 48 -> AE Senior"
echo "Score >= 36 -> AE"
echo "Score < 36 -> SDR"

MEDDIC em Ciclo Enterprise (6-18 meses)

cat > ciclo_enterprise.sh << 'EOF'
#!/bin/bash
echo "=== MEDDIC em Ciclo Enterprise ==="
echo ""

meses_sd=0
meses_disc=2
meses_poc=3
meses_proposta=2
meses_legal=2
meses_total=$((meses_sd + meses_disc + meses_poc + meses_proposta + meses_legal))

echo "Mes 0-$meses_sd: SDR Qualificacao (BANT filter)"
echo "  Acao: Validar fit basico"
echo "  MEDDIC: Metrics basico, Pain inicial"
echo ""
echo "Mes $meses_sd-$(($meses_sd+$meses_disc)): Discovery"
echo "  Acao: Mapear 6 pilares"
echo "  MEDDIC: Todos os pilares"
echo ""
echo "Mes $(($meses_sd+$meses_disc))-$(($meses_sd+$meses_disc+$meses_poc)): POC"
echo "  Acao: Prova de conceito"
echo "  MEDDIC: Validar Metrics, fortalecer Champion"
echo ""
echo "Mes $(($meses_sd+$meses_disc+$meses_poc))-$(($meses_sd+$meses_disc+$meses_poc+$meses_proposta)): Proposta"
echo "  Acao: Paper Process"
echo "  MEDDIC: Proposta formal, competitive positioning"
echo ""
echo "Mes $(($meses_sd+$meses_disc+$meses_poc+$meses_proposta))-$(($meses_sd+$meses_disc+$meses_poc+$meses_proposta+$meses_legal)): Legal"
echo "  Acao: Contrato"
echo "  MEDDIC: EB approval, legal negotiation"
echo ""
echo "Ciclo total estimado: $meses_total meses"
EOF

Coaching de Reps com MEDDIC

echo "=== MEDDIC Coaching Framework ==="
echo ""
echo "1. Deal Review semanal"
echo "   - Rep apresenta score atual de cada pilar"
echo "   - Manager questiona gaps"
echo "   - Plano de acao para proxima semana"
echo ""
echo "2. Deal Coaching (2x mes)"
echo "   - Rollplay de discovery call"
echo "   - Revisao de proposta"
echo "   - Estrategia de stakeholder"
echo ""
echo "3. Pipeline Review (mensal)"
echo "   - Forecast por score"
echo "   - Risco de deals"
echo "   - Acoes de desbloqueio"

Deal Review Estruturado

cat > deal_review.sh << 'EOF'
#!/bin/bash
echo "=== Deal Review MEDDIC ==="
echo ""

echo "Deal: Empresa X"
echo "Valor: R\$ 500k"
echo "Fase: POC"

echo ""
echo "Scorecard Atual:"
echo "Metrics: 6/10 - ROI calculado, falta validar com CFO"
echo "Economic Buyer: 4/10 - Identificado sem acesso direto"
echo "Decision Criteria: 7/10 - Mapeados tecnicos, faltam negocios"
echo "Decision Process: 5/10 - Fases conhecidas, prazos nao"
echo "Identify Pain: 8/10 - Dor clara e prioritaria"
echo "Champion: 6/10 - Temos champion de TI, falta no negocio"

echo ""
echo "Proximos passos:"
echo "1. Conseguir reuniao com CFO (EB)"
echo "2. Validar ROI com dados do cliente"
echo "3. Identificar champion no negocio"
echo ""
echo "Risco: MEDIO"
echo "Justificativa: Sem acesso ao EB e sem champion no negocio"
EOF

Forecast Accuracy

echo "=== Forecast Accuracy ==="
echo ""
echo "MEDDIC Score vs Probabilidade:"
echo ""
echo "Score 48-60 (A) -> 80-90% probabilidade"
echo "Score 36-47 (B) -> 50-70% probabilidade"
echo "Score 24-35 (C) -> 20-40% probabilidade"
echo "Score < 24 (D)  -> < 10% probabilidade"
echo ""
echo "Exemplo de calculo de forecast:"
echo "Deal A (R\$ 1M, Score 52) -> R\$ 850k (85%)"
echo "Deal B (R\$ 500k, Score 40) -> R\$ 300k (60%)"
echo "Deal C (R\$ 300k, Score 28) -> R\$ 90k (30%)"
echo "Total Forecast: R\$ 1.24M"

Lab: Implementando MEDDPICC no CRM

cat > implementar_meddpicc.sh << 'EOF'
#!/bin/bash
echo "=== Implementacao MEDDPICC ==="
echo ""

declare -A DEALS
DEALS["TechCorp - R\$1.2M"]="52|A|85%"
DEALS["FinanceSA - R\$800k"]="44|B|65%"
DEALS["HealthInc - R\$400k"]="30|C|35%"
DEALS["EduPlus - R\$200k"]="18|D|5%"

echo "| Deal | Score | Grade | Prob. | Forecast |"
echo "|------|-------|-------|-------|----------|"
for deal in "${!DEALS[@]}"; do
  IFS='|' read -r score grade prob <<< "${DEALS[$deal]}"
  valor=$(echo $deal | grep -oP 'R\$\K[0-9.]+[kM]')
  echo "| $deal | $score | $grade | $prob | -- |"
done

echo ""
echo "TOTAL FORECAST: R\$ 2.5M (weighted)"
echo ""
echo "Pipeline Health:"
echo "- A (Commit): R\$ 1.2M"
echo "- B (Upside): R\$ 800k"
echo "- C (Pipeline): R\$ 600k"
echo "- D (Early): R\$ 200k"
EOF
chmod +x implementar_meddpicc.sh
./implementar_meddpicc.sh

MEDDPICC e o estado da arte em metodologia de vendas enterprise. Domina-lo significa prever resultados com precisao e consistencia.