D5
DFX5
Account Plan Process
APP Rigor
FY26 · Q2
Damian Sandoval · CEO
Live · Updated 4 min ago
Single Account
Leadership Dashboard
47
Compliance Rules
Settings
Account Plans · Tier 1 · NOLA Region · Colombia Hub
Bancolombia S.A.
$650K
Active Opp
Stage 05
Proposal Sent
Close:
Jun 30, 2026
Go-Live:
Oct 1, 2026
EAM:
Roberto Méndez
ISR:
Andrea Castro
73
Rigor
Needs Attention
+4
vs. last week
Tier 1 avg:
81
3 items below threshold · MEDDPICC at 62% · QBR overdue by 11 days
Plan owner Roberto Méndez · Last updated Nov 9, 2025 (13 days ago)
Audit Log
Request Update
Plan Completeness
25%
88
/100
On Track
MEDDPICC Rigor
25%
62
/100
Needs Attention
Stakeholder Map
15%
67
/100
Needs Attention
Cadence Compliance
15%
45
/100
Critical
Update Freshness
20%
80
/100
On Track
MEDDPICC Completeness
(5 of 8 complete)
Open Full Form →
✓
M · METRICS
Quantified
35% AHT reduction · $850K/yr TCO savings
✓
E · ECONOMIC BUYER
María González · CFO
Met Oct 24 · approval threshold confirmed
!
DD · DECISION CRITERIA
Partial
3 of 5 weighted criteria documented · missing scoring
✓
DP · DECISION PROCESS
Mapped
IT review → CFO → Board · 4-step path
✕
PP · PAPER PROCESS
Not Documented
MSA template + legal entity flow unknown
✓
I · IMPLICATE PAIN
Quantified
$1.4M/yr in Avaya licensing · SFC pressure
✓
C · CHAMPION
Carlos Ramírez · VP CX
Strong · Connect demo Oct 31 · advocate
✕
C · COMPETITION
Not Identified
Known: Genesys Cloud evaluated · positioning not documented
Action Queue
5 items
11d
QBR overdue
Last QBR Aug 30 · scheduled Nov 30 has been pushed twice
👤 Roberto Méndez
📅 SLA exceeded
!
Competition field empty
Genesys Cloud is known to be in eval per discovery notes — flag and document positioning
👤 Roberto Méndez
🎯 MEDDPICC blocker
!
Paper Process not documented
Stage 05 → Stage 06 transition requires MSA path mapped
👤 Roberto Méndez
⏱ Blocks verbal commit
!
Procurement contact missing
Stakeholder map shows Economic Buyer + Champion but no procurement node identified
👤 Andrea Castro
🎯 Tier 1 requirement
i
Whitespace opportunity
Data Analytics practice has not been positioned · Bancolombia has 14 BI tools in landscape
👤 Andrea Castro
💡 Expansion play
Client Stakeholder Map
+ Add Contact
Economic Buyer
María González
CFO · Bancolombia
Met Oct 24
Neutral
Champion
Carlos Ramírez
VP Customer Experience
Strong advocate
Demo Oct 31
Technical Sponsor
Andrés Mejía
CTO
Workshop Sep 19
Supportive
Procurement Lead
Missing · Required for Tier 1
Identify before Stage 06
Action required
Influencer · IT Director
Patricia Salazar
Director, Contact Center IT
Cautious
Last contact 45d
Board / Exec Sponsor
Not Identified
Best practice for $500K+
Optional
Cadence Compliance
QBR
+11d 🔴
EAM Activity
9d / 14
Client Meeting
22d / 30
Plan Update
13d / 30
Opp Update
2d / 7
AWS ACE
Registered
Recent Audit Trail
Roberto added
Pain quantified
with TCO data
+8 rigor points
3h ago
Damian
requested update on Competition field
SLA: 48h · escalates Fri
2d ago
Andrea logged
Champion call
with Carlos Ramírez
+12 rigor points
5d ago
Stage advanced
04 → 05
· Proposal Sent
MEDDPICC validation passed
8d ago
APP Rigor — Leadership Dashboard
47 active account plans · NOLA Region · FY26 Q2
All
47
Tier 1
12
Tier 2
22
Tier 3
13
Below 70
14
Stale 14d+
9
Avg Rigor Score
78
/100
vs. last week
+3 ↑
Plans At/Above Target
33
/47
70% compliant · target 80% by EOQ
Needs Attention
9
3 critical · 6 below threshold
Open Update Requests
14
4 escalated past SLA
+2 ↓
Account Plan Rigor Heatmap
90+
75-89
60-74
<60
Account · Owner
Plan
MEDDPICC
Stakeholders
Cadence
Freshness
Composite
Last Update
Action
Rigor Trend · 12 Weeks
View by Owner →
90
75
60
45
target 80
78
W1
W4
W7
W10
W12
+18
pts since Q2 start
2 wks
to target 80
14
requests sent ·
10
resolved
Top Offenders
Bulk Request →
Banco Pichincha
No QBR in 124 days · Stage 04
42
Request
Davivienda
MEDDPICC at 38% · Tier 1
48
Request
BCP Peru
Stale 21d · No stakeholder map
54
Request
Scotiabank Colombia
Competition not documented
61
Request
Banco de Bogotá
Champion not engaged 30d
65
Request
Owner Rigor Leaderboard
EAM + ISR view →
1
Andrea Castro
Sr. ISR · Colombia · 8 accounts
91
2
Luis Vargas
EAM · Peru · 6 accounts
87
3
Sofía Hernández
ISR · Caribbean · 7 accounts
84
4
Diego Morales
EAM · Ecuador · 5 accounts
79
5
Roberto Méndez
EAM · NOLA · 4 accounts
73
6
Carla Restrepo
ISR · Panama · 5 accounts
68
7
Felipe Castaño
ISR · Andes · 6 accounts
62
8
Mauricio Gil
EAM · DR · 6 accounts
55
Compliance by Pillar
Plan Completeness
86%
MEDDPICC Rigor
71%
Stakeholder Map
79%
Cadence Compliance
68%
Update Freshness
82%
Pillar in Decline
Cadence Compliance dropped 7 pts this quarter. Drive: 4 EAMs have missed last QBR window. Suggested: bulk reminder + QBR auto-scheduling.
Drive Resolution →
Request Plan Update
Notify the plan owner and set an SLA. Recipients will receive Slack DM, email, and a Salesforce task.
Account / Plan
Plan Owner
Roberto Méndez · EAM · NOLA (primary)
Andrea Castro · Sr. ISR · Colombia (co-owner)
Both
Items to Update
Document Competition (Genesys Cloud positioning)
Complete Paper Process (MSA path)
Reschedule overdue QBR
Add Procurement contact to stakeholder map
Decision Criteria scoring (3 of 5 complete)
SLA
24 hours
48 hours
5 business days
Escalate to
Sales Manager
Damian Sandoval · CEO
No escalation
Note (optional)
Cancel
Send Update Request
✓
Update request sent
Roberto Méndez · 3 items · 48h SLA · escalates to Damian