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Painpoint applications

Real problem that the company should solve to relieve its own customers' tensions


The process required to sign off and deploy the solution.

Decision process

How decisions are made in this company

Business Buyer

The person who has the power to make key business decisions in the prospective business.


The economic benefits of your solution for your prospect

Decision criteria

What influences and motivates their decision


Competitors that the company is looking at


The person within the prospect's organisation who believes in the solution.

Updated on: 29/04/2024