The Four Agreements of an EAE Deal

Every enterprise deal follows the same process and each of the four buckets of the process relates to an agreement from the client. You will notice that each agreement builds off the previous one as the deal is advanced to later stages.

1. AGREEMENT TO TAKE A MEETING (IN GENERAL) – Are you open to having an introductory call? (Outreach to open sales cycle)

2. AGREEMENT TO EVALUATE OUR PLATFORM AS A POTENTIAL VENDOR – Are you open to evaluating a solution to drive more business? (Pre-DC & DC)

3. AGREEMENT TO TEST A PILOT – Are you open to testing a pilot provided we can hit your CPA/ROAS KPI? (PC)

4. AGREEMENT TO UPGRADE/SCALE SOLUTION DEPENDENT ON PROVING OUT ROI – Are you willing to upgrade or scale this solution provided that we prove out the KPIs? (Proposal call)

TECH SALES AT A HIGH LEVEL:

Pre-qualification to see if open to evaluating a solution

QBS for Buying Criteria & Value Concept formation

Confirm buying criteria and demo solution that satisfies buying criteria

Coauthor Buying Paradigm & Coauthored ROI model

Present proposal that aligns with buying paradigm to build business case