Dialogue with sponsor

We are in dialogue with the person at the customer who understands and is responsible for the business impact of our solution

Dialogue with decisionmaker

We are in dialogue with the person at the customer who takes the final decision

Dialogue with approver

We are in dialogue with the person (or group of persons) at the customer who is responsible for the approval of our solution

We have an ally

We are in contact with a person at the customer who favors our solution and will help us and share inside knowledge

Budget confirmed

It has been confirmed by the c ustomer that our solution can be purchased within the current budget

Need identifed

We have determined a need for our solution

Need acknowledged

There is a need for our solution and the customer admits to that

Timepressure

The customer admits that he is loosing money by postponing a decision to buy our solution.

We know our competition

We know who we are up against

We know our opposition

You have identified those with the customer who would rather see you loosing the deal

Cost Benefit

The customer has seen and approved a cost/benefit calculation for you solution

Customer

The customer has bought from us before

Reference

The customer has visited or spoken with one of our references

Ressources allocated

The customer has allocated ressources to the evaluation and test of our solution

Test

Test or PoC has been successfully performed

Tecnically validated

Our solution has been validtaed by the customer

Contract with legal

Our contratc is under review by the customer's legal advisor

Contract approved

The customer's leal advisor has approved our contract from a legal standpoint

Decision criteria known

We know what the customer's formal decision criteria are