The Command Plan is how GitLab has operationalized Command of the Message (a customer value-driven sales methodology) and MEDDPPICC (a proven methodology used for strategic opportunity management and complex sales process orchestration for enterprise organizations) into the opportunity management process.
The Command Plan consists of the below 3 sections. The Opportunity Overview section is required for ALL opportunities in stage 2-Scoping or later. The remaining sections (MEDDPPICC and Close Plan Details) are only required for opportunities at or above defined ARR thresholds ($50K+ for Enterprise, $20K+ for Mid-Market, and $10K+ for SMB).
You can find the Command Plan button in the
Opportunity Detail section of the Salesforce opportunity object (see image below) or in Clari. Please note that Command Plans are capped at 5000 characters in Salesforce to encourage sales team members to be crisp and succinct. To do so, the Command Plan should focus on future-looking plans and remove details that are no longer relevant to the current close plan. For information you'd like to remove from the Command Plan but keep for historical purposes, please add that information as a new activity record on the opportunity.
This section consists of 5 mandatory fields:
There are a total of 9 MEDDPPICC fields (see details here).
This section is comprised of the following 3 fields: