Mutual action plan (MAP, close plan)
A shared, dated list of steps both buyer and vendor take from first call to signed contract and go-live, with an owner for each step.
Also called a close plan. It lists the meetings, the pilot, the security review, legal and procurement and the start date, working back from the date the buyer needs results. A technical win, when the buyer’s engineers agree the solution fits, is one line on it; legal and procurement, the paper process, are often the longest part.
Related terms
- BANT, CHAMP and MEDDPICC (sales qualification): Checklists vendors use to decide whether your deal is worth their time: budget, decision maker, pain, timeline and how the purchase gets approved.
- Economic buyer and champion (EB, champ): Two roles vendors look for inside a buying company: the economic buyer controls the budget and can say yes, and the champion sells the purchase internally.
- MSA and SOW (master services agreement, statement of work): The master services agreement sets the legal terms once; each statement of work adds one project: scope, deliverables, timeline and price.
- Pilot success criteria (exit criteria): Measurable conditions agreed before a pilot starts that decide whether it passed and the buyer moves to a full contract.
