Gtm Enterprise Account Planning
Structure enterprise sales cycles with MEDDICC, mutual action plans, and deal-health signals when you are the founder still carrying complex B2B deals.
Overview
gtm-enterprise-account-planning is an agent skill most often used in Grow (also Validate) that turns complex enterprise sales into MEDDICC qualification, mutual action plans, and explicit deal-health checks.
Install
npx skills add https://github.com/github/awesome-copilot --skill gtm-enterprise-account-planningWhat is this skill?
- MEDDICC-style qualification framing for complex B2B cycles
- Mutual Action Plan (MAP) as primary deal-health indicator—not pipeline stage theater
- "Stale MAP equals dead deal" pattern when MAP untouched ~3 weeks
- Guidance on full account plan vs simplified plan by deal complexity
- Triggers for 60+ day cycles with legal, procurement, and security paths
- Stale MAP pattern: no MAP update in ~3 weeks signals dead deal risk
- Enterprise context: sales cycles exceeding 60 days
Adoption & trust: 1.4k installs on skills.sh; 34.6k GitHub stars; 2/3 security scanners passed (skills.sh audits).
What problem does it solve?
Your enterprise deal has multiple stakeholders and months of motion, but you cannot tell if it is real progress or a slow-motion no.
Who is it for?
Solo founders or tiny teams selling SaaS into mid-market or enterprise with ACV and cycles that demand stakeholder maps and written mutual plans.
Skip if: Self-serve PLG with no sales calls, or transactional deals that close in days without procurement.
When should I use this skill?
User asks how to plan an enterprise deal, why a long motion is not closing, MEDDICC, mutual action plans, or deal health on strategic above-ACV opportunities.
What do I get? / Deliverables
You get a structured account plan, MAP discipline, and qualification lenses so you invest time only where the buying process is actually advancing.
- Account plan structure (full or simplified)
- MAP-oriented next steps and qualification checklist
- Deal-health assessment narrative
Recommended Skills
Journey fit
Spans multiple journey phases - primary shelf plus alternate fits below.
Grow is the canonical shelf because the skill targets active revenue motion—qualification, MAP discipline, and closing—not initial idea research. Lifecycle covers long-cycle enterprise pursuit, stakeholder orchestration, and knowing when a stalled MAP means the deal is dead.
Where it fits
Stress-test whether a pilot price and procurement path fit a 90-day enterprise evaluation.
Rebuild a MAP with the champion after legal stalled so next steps have owners and dates.
Apply MEDDICC to decide if a 6-figure opportunity deserves a full account plan this quarter.
How it compares
Use instead of generic chat advice on enterprise sales—this skill encodes MAP-centric deal hygiene and MEDDICC, not a CRM integration.
Common Questions / FAQ
Who is gtm-enterprise-account-planning for?
Indie SaaS founders and small GTM leads who still own enterprise opportunities and need repeatable planning beyond spreadsheet notes.
When should I use gtm-enterprise-account-planning?
In Grow when pursuing strategic accounts; in Validate when scoping pricing and buyer complexity for a first enterprise pilot; when asks mention MEDDICC, mutual action plans, or deals stuck past 60 days.
Is gtm-enterprise-account-planning safe to install?
It is advisory sales methodology—review Security Audits on this page and avoid pasting customer PII or confidential deal terms into prompts you do not control.
SKILL.md
READMESKILL.md - 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 --- ## 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. When a deal is dying, you're doing all the work. They're "too busy." They'll "get back to you next week." The economic buyer is "traveling." **The 3-Week Rule:** If your MAP hasn't been updated in 3 weeks, the deal is dead — you just don't know it yet. **I've never seen a deal close with a stale MAP. Not once in 11 years.** **What to Do:** **Week 1 of silence:** Send MAP update: "Here's what we've completed. What's your status on [specific customer action]?" **Week 2 of silence:** Escalate to champion: "Haven't heard back on MAP. Are we still on track for [date]? If priorities shifted, let me know." **Week 3 of silence:** Qualify out or reset: "It seems like timing might not be right. Should we pause and reconnect in [timeframe], or is there a blocker I can help with?" **Common Mistake:** Keeping deals in pipeline because "they said they want it." Verbal interest ≠ action. If they're not doing work, they're not buying. --- ### 2. The EB Discovery Problem (And Why Deals Die at Week 8) **The Pattern:** You're 8 weeks into a deal. POC went great. Champion loves you. Technical validation complete. You send the proposal. Then: radio silence. **What happened?** You never met the Economic Buyer. **The Economic Buyer (EB) is the person who:** - Controls budget allocation - Makes final purchase decision - Signs the contract **Not:** - Your champion (they influence, don't decide) - The technical lead (they validate, don't buy) - The VP who attended one demo (they advise, don't sign) **Why Deals Die Without EB Access:** You built the business case with your champion's assumptions. But the EB has different priorities: - Champion cares about: solving their team's pain - EB cares about: ROI, risk mitigation, strategic alignment When you send proposal to EB through the champion, EB sees: - Price tag with no context - Solution to a problem they didn't articulate - Risk they haven't evaluated **Result:** Deal stall