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
|