Customer's Application or Project *

Defined

Undefined -

Unsure

Customer's Business Profile *

Strong

Weak -

Unsure

Customer's Financial Condition *

Strong

Weak -

Unsure

Access to Funds *

Yes

No -

Unsure

Compelling Event *

Defined

Undefined -

Unsure

Formal Decision Criteria *

Defined

Undefined -

Unsure

Solution Fit

Good

Poor -

Unsure

Sales Resource Requirements *

Low

High -

Unsure

Current Relationship *

Strong

Weak -

Unsure

Unique Business Value *

Strong

Weak -

Unsure

Inside Support *

Strong

Weak -

Unsure

Executive Credibility *

Strong

Weak -

Unsure

Cultural Compatibility *

Good

Poor -

Unsure

Informal Decision Criteria *

Defined

Undefined -

Unsure

Political Alignment *

Strong

Weak -

Unsure

Short-Term Revenue *

High

Low -

Unsure

Future revenue *

High

Low -

Unsure

Profitability *

High

Low -

Unsure

Degree of Risk *

Low

High -

Unsure

Strategic Value *

Yes

No -

Unsure

Sales Person *

First Name

Last Name