Technical discovery, MEDDIC qualification, and partner involvement — reusable in technical summary, FDE handoff, and RFP answers.
Include sources, refresh cadence, and retention.
Quantified outcomes the economic buyer cares about (revenue, cost, risk, time).
Who controls budget and signs? Title, engagement level, last touch.
Ranked buying criteria — technical and commercial.
Steps, committees, legal/procurement gates, and target decision date.
Business pain, consequences of inaction, and urgency drivers.
Internal advocate — influence, access, and personal win.
| Partner | Type / role | Involvement | Alignment | Notes |
|---|---|---|---|---|
Accenture James Holt · Managing Director | SI · implementation Lead integrator & run-state | Heavy | aligned | Co-selling with us on CDC path; prefers our connector over native DMS. Joint workshop May 22. |
AWS Account team via AWS MAP | Cloud · marketplace Infrastructure & co-sell | Medium | neutral | Customer on EDP; MAP credits may offset year-1 license. Not exclusive — Azure mentioned in discovery call. |
Informatica | Incumbent · competitor Status quo ETL | Light | blocking | Renewal discussion in Q4; champion pushing rip-and-replace but procurement wants migration plan. |
Map SIs, cloud marketplaces, and incumbents — feeds competitive strategy and FDE scope boundaries.
One-line: GlobalBank needs production-grade CDC with Okta RBAC before Q3 close; MEDDIC strong except decision-process dates; Accenture aligned as SI.
MEDDIC: Metrics & pain validated; CFO engaged once — need repeat before ARB.
Champion: Priya Nair (6 weeks in role) — high energy, needs CFO cover.
Partners: Accenture heavy / aligned; AWS medium; Informatica incumbent risk.
Technical fit: S3 ingest + real-time CDC, 10M records/day.
Risks: sandbox access blocked; decision process timeline incomplete.
SF contact role = VP Engineering. Gong May 2 lists CFO on readout — confirm budget authority.
Slack ranks latency #1; discovery draft has security #1.
Accenture deck claims lead SI; customer RFP draft still says "vendor-led implementation".