In the context of MEDDICC, what is a 'Champion' expected to do?

In the context of MEDDICC, a 'Champion' is an individual within the prospect's organization who actively supports and advocates for the solution being proposed. This person plays a crucial role in the sales process by influencing others within their organization and assisting in navigating the internal dynamics of the prospect. The Champion is not merely a passive participant; they act as a trusted advocate for the solution, promoting its benefits while helping to overcome objections that might arise from other stakeholders.

By selling on behalf of the seller, the Champion actively engages in the sales process, helping to articulate the value of the product or service to their colleagues and decision-makers. This involvement can make a significant difference in closing deals, as it often leads to a more favorable reception of the proposal due to the credibility and insights that the Champion brings.

In contrast, other roles within the organization may provide various forms of assistance or insights but do not embody the same level of advocacy and active promotion that a Champion does. The other choices do not accurately define the role of a Champion within the MEDDICC framework, as they either imply a lack of necessary engagement or a more passive role that does not capture the essence of what a Champion is expected to achieve.