enterprise-account-planning

name	enterprise-account-planning
description	Build and maintain an evidence-based plan for a complex enterprise account using stakeholder mapping, MEDDPICC, deal-health checks, stage gates, and a mutual action plan. Use for strategic accounts, multi-stakeholder deals, economic-buyer access, procurement or security paths, stalled opportunities, proposal readiness, or deciding the next actions for one major deal.

Enterprise Account Planning

Advance one strategic account. Use account-research for factual discovery and pipeline-review for portfolio-level prioritization.

Choose the Planning Depth

Use a full plan for a top-value account, a multi-stakeholder decision, or a complex legal, security, or procurement path. Otherwise use a lightweight summary, MEDDPICC gaps, and next actions.

Build the Plan

1. Account thesis — Capture the business priority, trigger, problem, measurable outcome, urgency, likely fit, and why the account might act now.
2. Stakeholder map — For each person record role, influence, stance, personal win, evidence, and next action. Identify the economic buyer and test whether the champion has influence, access, and a reason to advocate.
3. MEDDPICC — Record Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicated Pain, Champion, and Competition. For each item distinguish validated evidence, unknowns, and the next validation step.
4. Mutual action plan — Define customer and seller owners, dated milestones, success evidence, dependencies, and the final decision path. A seller-only task list is not mutual.
5. Stage gates — Require evidence before advancing: validated pain, solution fit, stakeholder alignment, economic-buyer alignment, decision process, and paper process. Treat a proposal sent before these are understood as a risk.

Assess Deal Health

Flag:

• no customer-owned action;
• no economic-buyer access;
• a single-threaded relationship;
• MEDDPICC fields filled with assumptions;
• unclear legal, security, or procurement steps;
• a close date unsupported by buyer milestones;
• a mutual action plan with no meaningful progress for roughly three weeks.

Output

Return:

• executive account summary;
• stakeholder and power map;
• MEDDPICC evidence and gaps;
• deal-health assessment with top risks;
• mutual action plan;
• the three highest-leverage actions for the next 14 days.

Guardrails

• Label facts, customer statements, and inference separately.
• Never invent an org chart, personal win, buying signal, or CRM field.
• Cite current public sources when researching the account.
• Do not update CRM records, contact people, or send a plan without approval.