Betreff: Incorporating MEDDPIC requirements

[S4b25]

Hello,

I'm coming from ~20 years of Salesforce. I'm trying to incorporate MEDDPICC criteria into our sales stages. As an example, to advance from stage 2 to stage 3, I want to introduce 3 fields (economic buyer, budget, decision process) that are required to be complete before the rep can advance the deal. Has anyone done that? 

[franksteiner79 · Accepted solution]

Hi @S4b25 

I haven't implemented MEDDPIC specifically but similar processes. Doing that in HubSpot is pretty straightforward:

1. Create the deal properties you need/require 
2. Set them as mandatory in the conditional deal stages of the pipeline settings 

That's pretty much it.

Frank

[GPopps]

I have the same question, but it looks like you cant link to a contact as the buyer/champion. Certainly we're not the first ones to have this problem so there must be a workaround that people use that I'm not aware of. 

[franksteiner79 · Accepted solution]

Hi @GPopps 

When you say you "it looks like you cant link to a contact as the buyer/champion." what exactly do you mean by that?

There is a buying role propertyw at contact level but you can enforce pipeline rules across associated objects (yet), which is a major pain point in HubSpot. But here is what you can do:

• Create association labels for these roles - buyer/champion/etc.
• Create corresponding deal properties which are view only so only super admins can edit them - these should be single checkbox and be named something like "buyer identified", "champion identified", etc.
• Create a deal workflow which checks if an associated contact has any of the roles and then sets the deal property
• You can then make these deal properties mandatory and the only way these get set is when sales reps assign the correct association label

One caveat, for these checkbox properties on the deal to new view only you need at least one enterprise subscription.

Frank

[GPopps]

I'm not sure I totally understand that approach... what I'm saying is my approach so far has been this (please correct if I'm doing something that I shouldnt)

1. I want to put a sales qualification framework (BANT, SPICED, MEDPICC) within each deal so we have the info readily available within the deal.
2. Those frameworks aren't native (I don't think) so I just created custom properties for them. 
3. For the people in MEDDPICC (champion) - I want to be able to tag Frank Steiner as the champion, which links to his profile of contact information within the company. The point of this is to make it easier to navigate and to force the entry of that information (i.e., salesperson can't just type in frank steiner, he's got to make sure we have the contact information for that person.)

Does that make sense? Am I trying to build something that already exists natively?

[STierney]

Hey @GPopps - totally makes sense! Thank you for clarifying. 

I've been looking through the Community for similar setups, but I've been unable to find any mention of any unique workarounds that may be helpful here. For this, I may suggest posting the need for this in our Ideas Forum!

My only thought to a workaround might be to set up a workflow that triggers when a custom Deal property, for example, "is known." The workflow would then create a task (accessible only with pro and enterprise subscriptions) that would be assigned to the desired user(s) to complete the end task of creating and associating the new contact.

Let's keep an eye out on this thread to see if any other Community members are able to provide a workaround that may work more efficiently for this use case!

Shane, Community Manager

[STierney]

Hey @GPopps - totally hear the need here.

Were you able to try the workaround noted above, posted by @franksteiner79?

Shane, Community Manager

[GPopps]

I can, but it's not a workaround because it doesn't do the same thing. I want it so that I can select a contact from the company and it links to that contact. 

Again, I'm sure there's another way to do this because I'm not the first to put these frameworks in. 

[STierney]

Thanks for this context, @GPopps!

I'm finding that our options to associate Contact and Company records are either automatic or manual, as outlined in this Community Post: 

https://community.hubspot.com/t5/Tips-Tricks-Best-Practices/Adding-Company-records-to-link-with-exis...

As well as this knowledge base article:

https://knowledge.hubspot.com/records/associate-records?_gl=1*1wcp550*_gcl_au*Nzc1OTQ3NzI5LjE3NTI4Nj...

But I haven't been able to find any workaround that would include a setup like what you've described. I'm hoping @franksteiner79 may have some thoughts that could help here.

[franksteiner79 · Accepted solution]

Hi @S4b25 

I haven't implemented MEDDPIC specifically but similar processes. Doing that in HubSpot is pretty straightforward:

1. Create the deal properties you need/require 
2. Set them as mandatory in the conditional deal stages of the pipeline settings 

That's pretty much it.

Frank

[S4b25]

Helpful! Thank you, Frank! 

[BLeung6]

Hi @S4b25 @franksteiner79 

Thanks for your post. I am doing something similar and had a question about how you went about associating or creating these properties: Economic Buyer and Champion. 

Main reason I ask is if you just left them as Text Fields? or were you able to associate these properties to actual contacts within HubSpot? 

I think the second way is more beneficial but I'm having trouble figuring out how to do that effectively. Thanks 😁