Segment by:

1) Checking previous revenue with customer - is there an opportunity for better customer service to be met?

2) What are the REAL drivers and business value of your technology solution?

3) Identify the ‘Pain’:

Identify value drivers that are: Business critical, Operational de-risked Personal career agenda of stakeholder.

• What are the pains in the company, which require you right now?

Know the key Metrics:

Tie your solution (Revenue, People, Process Mindset, Team togetherness) to strategically important initiatives. Selling a business outcome is what customers will buy. 30% increased revenue from Enterprise customers who will renew. £15M growth in OPEX over 3 years.

• Why buy? • Why buy now? • Why buy your solution?

Economic Buyer Influence:

Meet and have dialogue with and influence of.

• Do you know the EB? Have you met them? • Have you checked with them the decision criteria and process? • What are their expectations? (ROI? Justification? Metrics? Personal agenda?)

• How will this investment be financed? • What are the timings for initial order and subsequent programmes? • Who are the key influencers, who will finance, procurement and C suite take their validation from?