Deal Inspection with Align

Overview

A mutual action plan (MAP) is a powerful tool ⚡ that assists management and leadership during the deal inspection process and keeps your team moving toward clear, defined goals. You can also use a MAP to view a customer’s engagement in a plan to mitigate churn or guide them through growth and maturity.

Pressure Test Questions

There are 3 major items that you should view when performing a MAP inspection.
 

1. Value Proposition

1. Every Value Pro must be customized to address each customer's unique needs and strategic growth initiatives.
2. Ensure that your reps understand the customer’s problem and how your team will guide them to a successful outcome.
3. When viewing a MAP, make sure that the original Template value prop is updated to reflect your current MAP's value proposition.

 

2. Timeline

1. Make sure your Milestones are customized for this deal or plan.
2. Ensure your Milestone status is on track and not at risk.
3. Add other events that are important to your customer to the timeline. For example, maybe you know your customer has a big Sales Kickoff approaching or an upcoming IT audit. 

 

3. Customer Team

1. More than 1 stakeholder is identified and invited to join the MAP.
2. The customer is engaging with the MAP and MAP files.
3. Use stakeholders to highlight key decision makers and influencers in your MAP.

 

If the MAP you are viewing addresses the above items, then management and leadership can get a clear indication of the health of a MAP and what items to focus on during the next meeting with the customer.