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, and the items or workflows they want to improve or could improve with your solution.

It is important to collect Metrics that will allow you to measure:

• the negative consequences if your customer cannot improve
• the 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 the 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 clear next steps with your Champion.

If your Champion is not able to bring you in front of the Economic Buyer, then you need to discover more pain, find better metrics or find another Champion.

Qualifiers and milestones in this stage

In the Scope stage, you will find the following qualifiers and milestones by default:

• M – Metrics — See the MEDDIC qualifier Metrics for more information.
• Dc – Decision Criteria — See the MEDDIC qualifier Decision Criteria for more information.
• Demo — See Important Milestones for more information.