cogine-ai Enterprise Account Planning
Advance one strategic account. Use account-research for factual discovery and pipeline-review for portfolio-level prioritization.
Choose the Planning Depth
Use a full plan for a top-value account, a multi-stakeholder decision, or a complex legal, security, or procurement path. Otherwise use a lightweight summary, MEDDPICC gaps, and next actions.
Build the Plan
- Account thesis — Capture the business priority, trigger, problem, measurable outcome, urgency, likely fit, and why the account might act now.
- Stakeholder map — For each person record role, influence, stance, personal win, evidence, and next action. Identify the economic buyer and test whether the champion has influence, access, and a reason to advocate.
- MEDDPICC — Record Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicated Pain, Champion, and Competition. For each item distinguish validated evidence, unknowns, and the next validation step.
- Mutual action plan — Define customer and seller owners, dated milestones, success evidence, dependencies, and the final decision path. A seller-only task list is not mutual.
- Stage gates — Require evidence before advancing: validated pain, solution fit, stakeholder alignment, economic-buyer alignment, decision process, and paper process. Treat a proposal sent before these are understood as a risk.
Assess Deal Health
Flag:
- no customer-owned action;
- no economic-buyer access;
- a single-threaded relationship;
- MEDDPICC fields filled with assumptions;
- unclear legal, security, or procurement steps;
- a close date unsupported by buyer milestones;
- a mutual action plan with no meaningful progress for roughly three weeks.
Output
Return:
- executive account summary;
- stakeholder and power map;
- MEDDPICC evidence and gaps;
- deal-health assessment with top risks;
- mutual action plan;
- the three highest-leverage actions for the next 14 days.
Guardrails
- Label facts, customer statements, and inference separately.
- Never invent an org chart, personal win, buying signal, or CRM field.
- Cite current public sources when researching the account.
- Do not update CRM records, contact people, or send a plan without approval.