Methodology Customization for Altify MCP

Configure Altify MCP AI-generated outputs to reflect your organization's specific sales methodology.

The following topics are explored:

• What methodology customization solves
• How overrides work
• Create an override
• Slot reference
• Worked example: overriding opp_methodology with MEDDICC
• Troubleshooting

What methodology customization solves

Out of the box, Altify MCP generates coaching, call plans, assessments, and recommendations using the Altify selling methodology — its 4 phases, 16 qualification questions, and associated coaching language.

However, alternative methodologies such as the following can be accommodated:

• MEDDICC/MEDDPICC qualification language (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, Competition) reflected in AI output.
• Challenger/Force Management/Command of the Message phase names, message tracks, and value frameworks reflected in AI output.
• Homegrown variants such as a custom playbook layered over a public framework.

Without customization, Altify MCP output reads as Altify-flavoured regardless of how your users actually sell. This can create friction (reps reject the output as "off-brand"), inconsistent coaching (AI agents and sales managers saying different things), and slow adoption.

The Methodology Customization framework lets you (as an administrator) override the methodology content Altify MCP uses, per-tool, without any code change or release. Insert a record, Altify MCP picks it up on the next invocation.

How overrides work

Altify MCP AI prompts contain slots — named placeholders that hold methodology content (taxonomies, phase definitions, output structures, coaching framing). Each slot has:

• A default body shipped with the package (the canonical TAS content).
• A slot key — a short bare identifier like opp_methodology or acc_callplan_methodology.

To override a slot, you create a record on the ALTF__Customization__c object:

When Altify MCP runs a tool, it queries ALTF__Customization__c for active rows, matches by Name, and substitutes your content into the prompt. If no active row matches, the default ships through unchanged.

Key properties to know:

• No caching. Edits take effect on the very next tool invocation — no restart, no warm-up.
• One SOQL round-trip per invocation. Negligible overhead.
• Inactive disables, not deletes. Clear the Is Active check box to revert to default without losing your content.
• Missing-object safe. Orgs that haven't deployed the framework yet just see defaults. No errors.
• Per-slot, not per-tool. A single slot may be consumed by one tool (per-tool slots) or by every tool in a domain (chokepoint slots — see Slot reference).

Create an override

1. In your Salesforce org, open the App Launcher and search for Altify Customizations.
2. Click New.
3. Complete the following fields:

4. • Customization Name — the slot key from the reference table in §4. Do not use {{ }} braces. Example: opp_callplan_methodology.

   • Content — your replacement methodology body. Markdown headings (##, ###) and bullet lists render well.

   • Is Active — select this check box.

5. Click Save.
6. Run the corresponding Altify MCP tool (e.g. ask the agent for a call plan). The new methodology takes effect immediately.

To revert: open the record, clear the Is Active check box and save. The default returns on the next invocation.

Alternative: Anonymous Apex

ALTF__Customization__c c = new ALTF__Customization__c(
    Name = 'opp_callplan_methodology',          // bare slot key, NO {{ }}
    ALTF__Is_Active__c = true,
    ALTF__Content__c = 'YOUR METHODOLOGY CONTENT HERE'
);
insert c;
System.debug('Inserted: ' + c.Id);

To remove:

delete [SELECT Id FROM ALTF__Customization__c WHERE Name = 'opp_callplan_methodology'];

Slot reference

There are two kinds of slot.

• Chokepoint slots are shared methodology that every tool in a domain inherits. Override these to change the whole opportunity surface or whole account surface in one row.

• Per-tool slots scope the override to a single Altify MCP tool. Use these when you want to keep the chokepoint default but tweak one specific output (e.g. only the call plan).

Chokepoint slots

These slots offer the highest leverage — one row, broad effect.

Opportunity per-tool slots

Account-plan per-tool slots

Worked example: overriding opp_methodology with MEDDICC

This section shows the structure of an override body, not a full MEDDICC playbook. The aim is to show what shape the content should take so Altify MCP can use it consistently across its opportunity tools.

Scenario: Say you want every opportunity output (call plan, assessment, vulnerability, recommendations, etc.) to be framed in MEDDICC terms instead of Altify phrases.

Steps:

1. Create a single ALTF__Customization__c record with Name = opp_methodology (chokepoint slot — one row affects every opportunity tool).
2. Set Is Active = true.

3. Paste a body shaped like the following:

   Copy

   ## MEDDICC QUALIFICATION METHODOLOGY
   
   MEDDICC is a deal qualification framework built around seven dimensions.
   Each dimension is a gate — weakness in one undermines the others, so they
   are evaluated together rather than sequentially.
   
   ### M — Metrics
   What quantifiable business outcome will the customer achieve?
   - Define the units (revenue, time, cost, risk reduction).
   - Tie each metric back to an executive sponsor.
   
   ### E — Economic Buyer
   Who has the discretionary authority to release the budget?
   - Identify by name and role.
   - Document level of access the seller currently has.
   
   ### D — Decision Criteria
   What formal evaluation criteria has the customer set?
   - Capture the criteria verbatim.
   - Distinguish "must-have" from "nice-to-have".
   
   ### D — Decision Process
   What steps and approvals does the deal flow through?
   - Map every gate (legal, security, procurement).
   - Record expected duration per stage.
   
   ### I — Identify Pain
   What is the cost of inaction for the customer?
   - Quantify the pain ($, time, risk).
   - Confirm a Compelling Event if one exists.
   
   ### C — Champion
   Who internally is selling on our behalf?
   - Champion power (can they influence the EB?).
   - Champion motivation (what do they personally gain?).
   
   ### C — Competition
   Who else is the customer evaluating, formally or informally?
   - Named competitors.
   - Status quo / do-nothing also counts.
   
   ## OUTPUT STRUCTURE
   
   When generating opportunity outputs, organise content under MEDDICC
   dimensions rather than TAS phases. Always surface gaps where a dimension
   has weak or missing evidence.

4. That's it. Save the record. The next call plan, assessment, vulnerability analysis, etc. all read in MEDDICC terms.

What you can adjust:

• Wording, depth, examples — anything inside the body is up to the customer.
• Section headings — Altify MCP Servers follow the structure of your override. If you define an OUTPUT STRUCTURE block, the AI uses it.
• Add organisation-specific overlays — e.g. a homegrown "Champion Test" or a custom scoring rubric. Drop it in as a subsection.

To go further: combine the chokepoint override above with per-tool overrides (e.g. opp_callplan_methodology) when one specific output needs additional tailoring beyond the chokepoint.

Troubleshooting

• The Name field must be bare. Use opp_methodology, not {{opp_methodology}} and not ALTF__opp_methodology. A row with braces in Name silently fails to match — the default ships through and no warning is emitted.
• One row per slot. If multiple active rows share the same Name, behaviour is undefined. Disable old rows (Is Active = false) rather than leaving duplicates.
• Don't paste Salesforce field-value enums into slot content. Altify MCP reads field values (e.g. Status__c = 'Mentor') directly from data and emits them as-is. Trying to remap enum strings via a slot doesn't work — those need to be remapped at the data layer, not the methodology layer.
• Slots are static text. They cannot reference runtime variables, merge fields, or the current record. They're methodology, not data — keep them framework-level.
• Markdown is supported, but keep it simple. Headings (##, ###), bullets, bold, and tables render fine. Avoid HTML, image links, or Apex merge syntax.
• Test before rolling out broadly. Activate the override, run the affected Altify MCP tool once, confirm the output reads correctly. If something looks wrong, clear Is Active to revert instantly.