【文章內(nèi)容簡(jiǎn)介】 itability on this opportunity? ? How could we cause our solution to fail? ? What are the critical dependencies in delivering value to the customer? ? How could the customer cause our solution to fail? ? What is the impact on our business if the solution fails? ? What is the value of this opportunity to us beyond the revenue? ? How does this opportunity fit in our business plan? ? How can we leverage this opportunity into revenue from other panies or markets? ? How will this opportunity help us improve our product or service? age Page Systems, Inc. All rights reserved. * Individual Exercise: Current Opportunity Step 1 ? Use your current sales opportunity and plete the Opportunity Assessment on page ? Identify your primary petitor Step 2 ? Rate your position against each criterion: (+) if it is accurate, known and favorable (–) if it is unfavorable (?) if it is unknown Step 3 ? In the shaded column, rate your petitor’s position 7/12/XX DATE COMPETITORS OUR CO. + ? + XSys + + ? FINISH BY: Page 169。 2 0 0 0 Si e b e l S ys te m s , I n c . A l l r i g h ts r e s e r v e d . T A S . ST D . O T E. 0 7 0. 0 1 . 1 2 05 9 7 . 0 6 01 0 0 . p p t P a g e 1 . 33O p p o r t u n i t y A s s e s s m e n tC r i t e r i a A s s e s s m e n tC U S T O M E R ’S A P P L IC A T IO NO R P R O J E C T 1U N D E F IN E DD E F I N E DC U S T O M E R ’S B U S IN E S S P R O F IL E2W E A KS T R O N GC U S T O M E R ’S F IN A N C IA L C O N D I T IO N3W E A KS T R O N GC O M P E L L IN G E V E N T 5U N D E F IN E DD E F I N E DA C C E S S T O F U N D S4NOYES+–+–+–+–+–I s T h e r e A n O p p o r t u n it y ?H I G H +C r i t e r i a A s s e s s m e n tS H O R T T E R M R E V E N U E16L O WF U T U R E R E V E N U E17L O WH I G HP R O F IT A B I L I T Y18L O WH I G HS T R A T E G I C V A L U E 20NOYESD E G R E E O F R I S K19H I G HL O W–+–+–+–+–I s I t W o r t h W i n n i n g ?P a g e 2 . 1 0C r i t e r i a A s s e s s m e n tI N S I D E S U P P O R T 11W E A KE X E C U T I V E C R E D I B I L I T Y12W E A KS T R O N GC U L T U R A L C O M P A T I B IL IT Y13P O O RG O O DP O L I T IC A L A L I G N M E N T 15W E A KS T R O N GI N F O R M A L D E C I S I O NC R I T E R I A14U N D E F IN E DD E F I N E D–+–+–+–+–C a n W e W i n ?S T R O N G +C r i t e r i a A s s e s s m e n tF O R M A L D E C IS I O NC R I T E R I A 6U N D E F IN E DD E F I N E DS O L U T IO N F I T7P O O RG O O DL O WU N I Q U E B U S I N E S S V A L U E10W E A KS T R O N GC U R R E N T R E L A T I O N S H I P9W E A KS T R O N G+–+–++–+–C a n W e C o m p e t e ?S A L E S R E S O U R C ER E Q U I R E M E N T S8H I G H –Page Systems, Inc. All rights reserved. * Business Partners Providing you with access to new markets or customers Leveraging existing relationships with key players in your customer’s anization Providing new levels of expertise in specific industry segments Expanding your ability to deliver a “whole product” or plete solution Reducing the risks associated with the implementation of plex solutions Business Partners can help you advance your sales campaign by… Page Page Systems, Inc. All rights reserved. * The Partner’s Role in Your Value Chain Solutions Marketing Sales Implementation PostSales Service and Support Solutions Marketing Sales Implementation PostSales ? What solutions are available from your business partner that could enhance your ability to pete? ? What petitors does this partner work with? ? What market share objectives does your partner have for this market or industry segment? ? What specific resources have they dedicated to this market segment? ? How effective is the business partner’s salesperson or sales team associated with your joint business? ? Has the partner assigned the appropriate resources? ? Is there an agreedto engagement process? ? How are your partner’s implementation services structured? ? What specific implementation services can be applied to your joint business? ? What services are available to support the implementation on a longterm basis? ? How do your pany’s offerings plement those of your business partners? Page Page Systems, Inc. All rights reserved. * Partner Assessment Worksheet Is there an opportunity? (15) ? Understanding the customer’s application or project ? Providing a perspective on the customer’s financial condition ? Understanding the customer’s budgeting process ? Creating or uncovering a pelling event Can we pete? (610) Can we win? (1115) Is it worth winning? (1620) ? Knowledge of the customer’s formal decision criteria ? Providing solutions that lead to whole products or plete solutions ? Unique sales resources ? Existing relationships with key players ? Unique business value beyond yours ? Access and credibility at the executive level ? Understanding of the customer’s culture ? Knowledge of the customer’s informal decision process ? Access to the most influential people in the customer’s anization ? Understanding the linkage of the project to future revenue ? Reducing the risks associated with the project’s implementation ? Developing a solution that provides significant strategic value Examples Your Opportunity How can your business partner help you with… Page Page Systems, Inc. All rights reserved. * Team Activity: Analyze Your Business Partners Step 1 ? Review the examples shown next to each of the four key questions Step 2 ? Identify the specific areas where your business