Scope
The Scope stage is where you will collect the Metrics and Decision Criteria. These will help you understand the business impact of the project.
Together with your Champion, you should meet with some of the key stakeholders and discuss their pain points, possible use cases, items or workflow they want or could improve with your solution.
It is important to collect Metrics that will allow you to measure the:
- Negative consequences in case your customer cannot improve
- Positive business outcome if they can change or improve things.
By collecting this information at every single meeting, you will know if your case is strong enough. This is also the time to discuss potential budgets and steps to allocate them.
Ideally, you’ll have collected enough information to build a preliminary business case, which you can present to the Economic Buyer.
At this stage, you need to be able to plan with your Champion clear next steps.
If your Champion is not able to bring you in front of the Economic Buyer, then you need to discover more pain, better metrics or find another champion.
In the Scope Stage, you will find the following qualifiers and milestones by default:
M – Metrics
See the MEDDIC Qualifers section for more information
Dc – Decision criteria
See the MEDDIC Qualifers section for more information
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