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As you progress through the deal, don't assume the Decision Criteria will remain the same. As you meet new stakeholders, champions, or gain access to the Economic Buyer, continuously validate and re-validate the criteria. Different stakeholders, especially senior ones, may have varying priorities, and internal processes can change. Your original Champion might not know all the criteria, so stay curious and adapt as the process evolves. The more you learn, the better you can align Figma’s solution with their ‘Required Capabilities,’ positioning yourself as a trusted advisor.