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Painpoint applications


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

Process


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.

Measures


The economic benefits of your solution for your prospect

Decision criteria


What influences and motivates their decision

Competition


Competitors that the company is looking at

Champion


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


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Updated on: 13/01/2024

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