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Deal Sheet
Snapshot
Company Name
Data Point 1
Deal Owner
Data Point 2
Deal Source
Data Point 3
Quick Links
Website
Salesforce
ROI
Proposal
Go Live Doc
Our Participants
Customer Stakeholders
Name
Role
SDR
AE
Exec Sponsor
Other
Name
Reference Points (METRICS 1’S)
Type
Who
Proof Point
Industry Customer
Relevant Customer
3rd Party Partner
Anticipated Objections
Objection
Response
Role
Coach/Champion
Economic Buyer
Technical Influencer
Not yet involved:
Discovery Questions
Type
Question
Situation
Pain
Trap
Decision Criteria
Type
DC1
DC2
DC3
Follow Ups
Who
Risks
What
Meeting Notes
Format – templates on hubspot, section on each of the clients and recommendations section.
USI

Metrics – these are your business. (Metric is very important part)
 Impact of cyber threat
 Effect on income.
 Damaged reputation
 Staff morale
 Potential GDPR penalties
 Loss of IP
 Impacting on funding applications? Horizon Europe, SFI.

Economic Buyer – Bursar signs the cheque
 Need to idenify who has their ear
 EB will be motivated by decions criterua weightings
 Economic context that currently exists in USI
 Tech decision will be outsourced to someone else

Decision Criteria – Weightings
 40% - feasibility and performance of proposed technology
 30% - value for money
 30% - fit with USI sustainability startegy.

Decision Process
 Tender process submission deadline June 30th 2024 proposal
 Product demo mid July 2024
 Final evaluation

Implication of pain
 Need to tie with metrics
 Implication of doing nothing

Champion
 Ms aoibheann fergonson – is secruity manager
 Look at slides for rest of roles
TollFLow

Metrics – these are your business. (Metric is very important part)
 Impact of cyber threat
 Damaged reputation
 Potential GDPR penalties
 Impact on contract renewal
 Impact on customer satisfaction
 Ancillary income – future business

Economic Buyer – Paul McGrath
 Ron Giles have major input
 Low-risk engagement on their part right now
 Working poc will need to impress both people here.

Decision Criteria – Weightings
 40% - feasibility and performance of proposed technology
 60% - value for money
 You need to propose a compelling pricing strategy based on your metrics.

Decision Process
 Product demo no date
 Final evaluation no date

Implication of pain
 Need to tie with metrics
 Implication of doing nothing

Champion
 Rone Giles ( Could be a bit of a trye kicker)

General
 Pricing – you can reasonably ‘guesstimate’ based on industry figures.
MEDDPICC
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