Quantifiable data that shows the impact of the solution
ex. During the sales process, we identified that a youth sports organization was looking to increase their team engagement and communication efficiency. It was established that a 30% increase would make a meaningful impact to the business
The person who has the budget authority to make a buying decision
ex. The Finance Director or Executive Director of a sports club will ultimately approve the budget for a team management software
The factors that will influence the buying decision.
ex. Key criteria for a sports league may include ease of use, cost-effectiveness, customer support, and integration with existing systems
The steps the customer will take to reach a decision.
ex. A youth sports league may follow a process that includes intial evaluation, team demos, feedback sessions, and final approval from the board
The administrative procedures needed to finalize the contract.
ex. The steps required to complete a purchase order, including legal reviews and signature requirements from board members
Understanding the challenges or problems the customer is facing that your solution can solve.
ex. A sports organization struggles with communication and scheduling issues that lead to missed games and low participation
An advocate within the prospect's organization who supports your solution.
ex. A coach who strongly believes in TeamSnap's benefits and can influence decisionmakers by sharing positive experiences.
Understanding who else your prospect is considering and how your solution compares
ex. Competeing against other team management software providers like SportsEngine or LeagueApps, highlighting TeamSnap's unique features and customer support