STAGE 04
Evaluation
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OBJECTIVE:
Secure and close deal at maximum value
COMPETENCIES AND SKILLS:
N/A
KEY ACTIVITIES
Revalidate stage 1,2, & 3 activities
Evaluation seek detailed understanding of selection criteria and team
Discover who we are up against and current standing
Differentiate Push strengths of our solution and maximize perceived risk of others e.g. hands on sessions
Influence Key time to influence stakeholders value points, highlight strengths and competitor weaknesses
Clear understanding of the KPIs that will be measured?
SYSTEMS & TECHNOLOGY
Stakeholder Map/Org. Chart
Mutual Activity Plan (MAP)
Legal tool
CONTENT / ASSETS
Custom ROI
Benefit use cases
ONGOING ACTIVITIES
Salesforce is updated Timely and Accurately
Test Champion, inner circle, influencers
Validate win themes, strategies
Confirm insight, relationship maps
Update mutual activity plan
EXIT CRITERIA
Selection – written confirmation of selection
Timelines– detailed understanding of timeline to signature and compelling events
Legals – Shared outline MLSA and had high level review of major sticking points
Process – Clear understanding of signoff stages, people and committees involved, frequency, outline agreed close plan
Salesforce required fields:
Agreement Details
Contract Details Complete
Provenir selected as vendor (subject to contract)
If you can answer all of the above please proceed to Stage 5 - Selection
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