**Analysis Results**

**Summary:** The opportunity with HSBC involves offering a new analytics engine for their loan origination system, which is currently slow and inflexible. The urgency for decision-making stems from their upcoming renewal with the existing vendor. Multiple meetings have taken place, including an initial discovery call, a technical deep dive, and a proposal review, with HSBC expressing interest in moving forward. The next step involves further discussions with John Smith, the VP of Information Technology, to potentially proceed to a pilot program or final negotiations.

**Score:** 75

**MEDDIC Evaluation:**

**Metrics:** 80
**Evaluation:** John Smith appears to be a potential champion, given his active involvement. However, it is uncertain how strongly he advocates for the solution internally or if there are other champions within HSBC. Further development of internal champions may be needed.
**Economic Buyer:** 70
**Decision Criteria:** 75
**Decision Process:** 70
**Identify Pain:** 85
**Champion:** 65


**Next Steps**

Schedule a meeting with John Smith to deepen the understanding of HSBC's decision-making process and to identify additional internal champions. Aim to set the groundwork for a pilot program or final negotiations.

**Talking Points:**

  1. **Reinforce the Value Proposition**: Highlight how the new analytics engine will enhance HSBC's loan origination system by improving speed and flexibility, directly addressing the current pain points
  2. **Discuss the Timeline and Urgency**: Emphasize the importance of aligning with HSBC's renewal timeline to ensure a smooth transition from their existing vendor, and address any potential roadblocks in the decision-making process
  3. **Identify and Develop Additional Champions**: Explore who else within HSBC might benefit from or support the new solution, and strategize on how to engage these stakeholders to strengthen internal advocacy