GTM Enterprise Account Planning

# Enterprise Account Planning

Strategic account planning and execution for enterprise deals. Turn complex sales cycles into systematic wins — or at least know when they're dying before you waste months.

## When to Use

**Triggers:**
- "How do I plan this enterprise deal?"
- "This deal has been in motion 3 months, why isn't it closing?"
- "Should I create a full account plan or simplified version?"
- "How do I know if this deal is actually moving?"
- "MEDDICC qualification"
- "Building a mutual action plan"

**Context:**
- Strategic deals above your average ACV
- Multiple stakeholders involved
- Sales cycle exceeds 60 days
- Complex buying process (legal, procurement, security)
- Enterprise or mid-market accounts

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## Core Frameworks

### 1. If Your MAP Hasn't Been Updated in 3 Weeks, That Deal Is Dead

**The Pattern I've Seen:**

The Mutual Action Plan (MAP) is the single best indicator of deal health. Not pipeline stage. Not verbal commitments. Not "they love the product."

**The MAP tells you everything:**

**Healthy deal:**
- MAP updated weekly
- Customer adding their own action items
- Both sides completing tasks on schedule
- New stakeholders appearing in MAP
- Dates moving up (not pushed out)

**Dying deal:**
- MAP last updated 3+ weeks ago
- Only your side has action items
- Customer tasks marked "pending" for weeks
- No new stakeholders engaged
- All dates in the past

**Why This Happens:**

When a deal is real, the customer wants it to happen. They're doing work. They're involving stakeholders. They're moving through their process.