Interactive case study
Deal Anatomy
A scrollytelling breakdown of a complex enterprise expansion deal — stakeholders, pivots, and MEDDPICC.
Anonymized: Names, company, and certain details are
fictionalized from a real deal to protect confidentiality.
Deal snapshot
Tip: click cards to expand details.
Act 1 — The Setup
The trigger
The insight
Initial hypothesis
Act 2 — The Cast
Multi‑threading the deal meant treating each stakeholder as a different “job to be done”: economic impact, technical validation, process gates, and risk.
Stakeholder map
Champion
Converted
Blocker
Neutral
All people and company details are anonymized/fictitious. The dynamics and methodology reflect a real deal.
Act 3 — The Timeline
Six months, one POC, multiple near‑misses — and a close that survived a budget freeze.
Act 4 — The Pivots
The deal moved when the narrative moved — especially under pressure.
Act 5 — Lessons & Methodology
A practical MEDDPICC mapping of this (anonymized) deal.