TechFlow Industries MEDDPICC Review

• Metrics: $30,000 ACV with 12-month term. No evidence of quantified business impact or ROI metrics captured in the opportunity record.
• Economic Buyer: Entry point was the VP of Sales Operations, but there is no confirmation of direct engagement or buy-in from the economic buyer.
• Decision Criteria: The prospect is moving away from manual spreadsheet tracking and evaluating which solution will reduce spiff administration time and increase contest participation. No detailed decision criteria are documented.
• Decision Process: The process appears slow and possibly deprioritized. The last next step (August 26, 2025) was to build a business case in September and reconnect, but there is no evidence of follow-up or progress.
• Identify Pain: The main pain point is eliminating manual spiff tracking and improving sales rep engagement with incentive programs, but the urgency and specific pain are not well documented.
• Champion: Marcus from Sales Ops showed interest, but there is no evidence of a strong, mobilized champion driving the deal forward.
• Competition: Not explicitly documented, but the context of evaluating automation solutions suggests multiple vendors are being considered.

• Budget: No explicit confirmation of budget approval. The deal was lost due to shifting priorities and lack of engagement.
• Authority: The VP of Sales Operations was the entry point, but there is no confirmation of authority or decision-making power being engaged.
• Need: The need is loosely defined as reducing manual work and improving rep engagement with spiff programs, but it lacks specificity and urgency.
• Timeline: The timeline was vague ("reconnect early/mid Sept"), and the opportunity is now closed-lost due to lack of follow-up and shifting priorities.

Source: TechFlow Industries FY'26 Incentive Automation Opportunity (Salesforce Record)