{"id":8407,"date":"2016-10-11T15:57:29","date_gmt":"2016-10-11T15:57:29","guid":{"rendered":"https:\/\/www.process.st\/templates\/qualification-process-discovery-stage\/"},"modified":"2024-02-28T20:51:32","modified_gmt":"2024-02-28T20:51:32","slug":"qualification-process-discovery-stage","status":"publish","type":"post","link":"https:\/\/www.process.st\/templates\/qualification-process-discovery-stage\/","title":{"rendered":"Deal Management List"},"content":{"rendered":"<section id=\"business-development-cadence\">\n<h2> Business Development Cadence: <\/h2>\n<\/section>\n<section id=\"customer-info\">\n<h2> Customer Info <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Prospect Name <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Prospect title <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Deal Title <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Prospect Team Structure\/Hierarchy <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Pipedrive Deal ID <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"what-metrics-are-you-responsible-for\">\n<h2> What metrics are you responsible for? <\/h2>\n<\/section>\n<section id=\"what-technology-or-resources-do-you-use-today\">\n<h2> What technology or resources do you use today? <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What technology or resources do you guys utilize on a daily basis to meet your needs? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What programs do you currently use that you would want to link with Profitect <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"are-you-currently-looking-for-a-new-solution\">\n<h2> Are you currently looking for a new solution? <\/h2>\n<div class=\"select-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Are you currently looking for a new solution? <\/label><br \/>\n   <select disabled=\"disabled\" class=\"form-control\"><option value=\"An option will be selected here\">An option will be selected here<\/option><\/select>\n  <\/div>\n<\/p><\/div>\n<div class=\"select-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> New or Replacement? <\/label><br \/>\n   <select disabled=\"disabled\" class=\"form-control\"><option value=\"An option will be selected here\">An option will be selected here<\/option><\/select>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> If you are looking to replace a current solution, when is the renewal date for that solution? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What is the reason for replacement? What do you like or dislike about the solution you are using now? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"what-are-the-primary-reasons-you-are-looking-at-profitect\">\n<h2> What are the primary reasons you are looking at Profitect? <\/h2>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What do you want analytics software for the most? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> How have you tried to solve the problem so far? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What led you to start looking for a change now? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-content\">\n<p><strong>What do you want Analytics Software&nbsp;for the most?<\/strong><\/p>\n<p>Change isn't easy, and businesses don't undertake&nbsp;system overhauls and new implementations just for the fun of it. If there's no real problem the prospect is trying to solve, there's no real reason for them to buy. Establish pain (either from a known issue, or from a problem the prospect wasn't even aware of) before diving into other questions.<\/p>\n<p><strong>How have you tried to solve the problem so far?<\/strong><\/p>\n<p>This is an awesome sales question because their answer&nbsp;will virtually always&nbsp;offer&nbsp;insight into where in the buying cycle they are, as well as how their organization is structured. For instance, are they investigating other solutions? Are they trying to cobble together budget? Are they trying to get buy-in from key decision makers?<\/p>\n<p><strong>What led you to start looking for a change now?<\/strong><\/p>\n<p>If a prospect is looking to make a change, it\u2019s important to understand why they are looking to make that change.&nbsp;Identifying catalysts that are driving a desire to implement change is incredibly important to your strategy. For example, did they just get budget for a solution? Is your prospect a new hire with a mandate for change? Do they have a lease or policy set to expire? Their answer can help you to identify how big of a priority buying your solution is.<\/p>\n<\/p><\/div>\n<\/section>\n<section id=\"which-teams-will-use-thiswhich-teams-will-this-expand-to\">\n<h2> Which team(s) will use this\/which team(s) will this expand to? <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Which team would be the primary user? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Which teams will this expand to? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"what-does-success-look-like-to-you-both-in-terms-of-qualitative-and-quantitative-results\">\n<h2> What does success look like to you, both in terms of qualitative and quantitative results? <\/h2>\n<div class=\"text-content\">\n<p>Whether a prospect becomes a happy customer or a detractor largely depends on their expectations. If their definition of success does not line up with what your offering can provide, it might be time to disqualify.<\/p>\n<\/p><\/div>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Success Factors <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"business-development--development\">\n<h2> Business Development : Development: <\/h2>\n<\/section>\n<section id=\"what-problems-are-you-trying-to-solve-what-challenges-do-you-face-today\">\n<h2> What problem(s) are you trying to solve? What challenges do you face today? <\/h2>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What problem(s) are you trying to solve? What challenges do you face today? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What is the Profitect Module you are interested in? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"what-do-you-see-as-the-greatest-possible-roadblocks-to-implementing-a-solution\">\n<h2> What do you see as the greatest possible roadblocks to implementing a solution? <\/h2>\n<div class=\"multi-select-content form-field-content\">\n<ul class=\"items\">\n<li class=\"item\">\n<div class=\"step-number-container\">\n<div class=\"step-number\">\n       1\n     <\/div>\n<\/p><\/div>\n<div class=\"step-checkbox-container\">\n<div class=\"step-checkbox\"><\/div>\n<\/p><\/div>\n<div class=\"item-name-static\">\n      IT - data and security\n    <\/div>\n<\/li>\n<li class=\"item\">\n<div class=\"step-number-container\">\n<div class=\"step-number\">\n       2\n     <\/div>\n<\/p><\/div>\n<div class=\"step-checkbox-container\">\n<div class=\"step-checkbox\"><\/div>\n<\/p><\/div>\n<div class=\"item-name-static\">\n      Budget availability\n    <\/div>\n<\/li>\n<li class=\"item\">\n<div class=\"step-number-container\">\n<div class=\"step-number\">\n       3\n     <\/div>\n<\/p><\/div>\n<div class=\"step-checkbox-container\">\n<div class=\"step-checkbox\"><\/div>\n<\/p><\/div>\n<div class=\"item-name-static\">\n      Other business\/IT priorities\n    <\/div>\n<\/li>\n<li class=\"item\">\n<div class=\"step-number-container\">\n<div class=\"step-number\">\n       4\n     <\/div>\n<\/p><\/div>\n<div class=\"step-checkbox-container\">\n<div class=\"step-checkbox\"><\/div>\n<\/p><\/div>\n<div class=\"item-name-static\">\n      Company culture\n    <\/div>\n<\/li>\n<li class=\"item\">\n<div class=\"step-number-container\">\n<div class=\"step-number\">\n       5\n     <\/div>\n<\/p><\/div>\n<div class=\"step-checkbox-container\">\n<div class=\"step-checkbox\"><\/div>\n<\/p><\/div>\n<div class=\"item-name-static\">\n      Resources availability\n    <\/div>\n<\/li>\n<\/ul><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Other: <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"do-you-have-a-budget-allocatedapproved-for-this-project-if-not-when-do-you-expect-that-you-will\">\n<h2> Do you have a budget allocated\/approved for this project? If not, when do you expect that you will? <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Do you have a budget allocated\/approved for this project? If not, when do you expect that you will? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Who is the primary sponsor? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"image-content\">\n<figure>\n   <a href=\"https:\/\/www.process.st\/templates\/wp-content\/uploads\/2024\/02\/s3wtH6ezAe__ThyXvS9MCw.png\" alt=\"Do you have a budget allocated\/approved for this project? If not, when do you expect that you will?\" target=\"_blank\" rel=\"noopener\"> <img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/www.process.st\/templates\/wp-content\/uploads\/2024\/02\/s3wtH6ezAe__ThyXvS9MCw.png\" \/> <\/a><br \/>\n  <\/figure>\n<\/p><\/div>\n<\/section>\n<section id=\"does-your-buying-process-require-a-formal-rfprfi\">\n<h2> Does your buying process require a formal RFP\/RFI? <\/h2>\n<div class=\"select-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> RFP\/RFI? <\/label><br \/>\n   <select disabled=\"disabled\" class=\"form-control\"><option value=\"An option will be selected here\">An option will be selected here<\/option><\/select>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> If RFP is required, when is it expected to be distributed? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What is the expected timeline for the RFP to be completed and for the selected solution to be implemented? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"business-development--projectbudgetreplacement\">\n<h2> Business Development : Project\/Budget\/Replacement: <\/h2>\n<\/section>\n<section id=\"are-you-currently-looking-for-a-new-solution-2\">\n<h2> Are you currently looking for a new solution? <\/h2>\n<div class=\"select-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Are you currently looking for a new solution? <\/label><br \/>\n   <select disabled=\"disabled\" class=\"form-control\"><option value=\"An option will be selected here\">An option will be selected here<\/option><\/select>\n  <\/div>\n<\/p><\/div>\n<div class=\"select-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> New or Replacement? <\/label><br \/>\n   <select disabled=\"disabled\" class=\"form-control\"><option value=\"An option will be selected here\">An option will be selected here<\/option><\/select>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"what-is-the-timeline-for-identifying-and-implementing-a-solution\">\n<h2> What is the timeline for identifying and implementing a solution? <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What is the timeline for identifying and implementing a solution? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"who-is-the-most-important-person-in-the-decision-making-process-who-do-we-need-to-convince\">\n<h2> Who is the most important person in the decision making process? Who do we need to convince? <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Who is the most important person in the decision making process? Who do we need to convince? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"pipeline-discoveryrfirfp\">\n<h2> Pipeline: Discovery\/RFI\/RFP: <\/h2>\n<\/section>\n<section id=\"what-is-your-organization-structure\">\n<h2> What is your organization structure? <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What is your organization structure? # people, analysts? Field? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"tell-me-about-your-goals-for-this-year-and-beyond\">\n<h2> Tell me about your goals for this year and beyond? <\/h2>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Tell me about your goals for this year and beyond(financial, customer-related, operational). <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"what-is-most-important-about-a-solution\">\n<h2> What is most important about a solution? <\/h2>\n<\/section>\n<section id=\"has-budget-been-approved-for-this-project\">\n<h2> Has budget been approved for this project? <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Has budget been approved for this project? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Whose budget does the funding come out of? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Is the budget owner an \u201cexecutive sponsor\u201d? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Is it &quot;new money&quot; or &quot;leftover money&quot; that you need to spend? If the latter, how much is it? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"who-are-the-decision-makers\">\n<h2> Who are the decision makers? <\/h2>\n<div class=\"text-content\">\n<h5>How does the budget signoff process work?<\/h5>\n<p><strong><em>How would the decision process work with an offering like this?&nbsp;What would be your role in the process, and the roles of others on the decision team?<\/em><\/strong><\/p>\n<p>Is the person you're talking to the decision maker? Or is the decision maker someone else? Make sure you understand the dynamics of the buying committee and who has authority over what. For example, while one stakeholder could be the &quot;ultimate&quot; signer, another might be the financial approver.&nbsp;<\/p>\n<\/p><\/div>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Key decision makers: <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Do you have the power to move on this? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What is the decision cycle like\/how long does it take? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Who else will be involved in choosing a vendor? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"image-content\">\n<figure>\n   <a href=\"https:\/\/www.process.st\/templates\/wp-content\/uploads\/2024\/02\/g4JEtinzXgtwwCj24ddJlQ.png\" alt=\"Who are the decision makers?\" target=\"_blank\" rel=\"noopener\"> <img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/www.process.st\/templates\/wp-content\/uploads\/2024\/02\/g4JEtinzXgtwwCj24ddJlQ.png\" \/> <\/a><br \/>\n  <\/figure>\n<\/p><\/div>\n<\/section>\n<section id=\"do-you-have-written-decision-criteria-for-choosing-a-vendor\">\n<h2> Do you have written decision criteria for choosing a vendor? <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Do you have written decision criteria for choosing a vendor? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Who compiled these criteria? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"when-is-the-fiscal-year\">\n<h2> When is the fiscal year? <\/h2>\n<\/section>\n<section id=\"whats-the-process-for-actually-purchasing-the-product-once-you-decide-on-it\">\n<h2> What\u2019s the process for actually purchasing the product once you decide on it? <\/h2>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What\u2019s the process for actually purchasing the product once you decide on it? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Are there security, legal,procurement reviews? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> IT Lead: <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Legal Lead: <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Procurement Lead: <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"what-is-the-key-for-our-success\">\n<h2> What is the key for our success? <\/h2>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What is the key for our success? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"who-is-the-sign-off-person\">\n<h2> Who is the sign off person? <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Who is the sign off person? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"who-is-the-cfo-and-what-is-his-role-in-the-process\">\n<h2> Who is the CFO and what is his role in the process? <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Who is the CFO and what is his role in the process? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"onsite-presentations\">\n<h2> On-site Presentations: <\/h2>\n<\/section>\n<section id=\"what-is-the-audience-roles-titles-reporting-structure\">\n<h2> What is the audience? Roles, titles, reporting structure. <\/h2>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What is the audience? Roles, titles, reporting structure. <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"who-is-the-primary-user\">\n<h2> Who is the primary user? <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Who is the primary user? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What is the potential user community? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"who-is-the-primary-sponsor-organisation-and-the-lead\">\n<h2> Who is the primary sponsor? (Organisation and the Lead) <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Who is the primary sponsor? (Organisation and the Lead) <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"competetition\">\n<h2> Competetition <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Did you see other solutions? Who is in the race? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What did you like about them? What did you dislike? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"proposalndamsafaq\">\n<h2> Proposal\/NDA\/MSA\/FAQ: <\/h2>\n<\/section>\n<section id=\"what-is-the-annual-revenue\">\n<h2> What is the annual revenue? <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What is the annual revenue? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"what-is-the-number-of-stores\">\n<h2> What is the number of stores? <\/h2>\n<\/section>\n<section id=\"send-and-execute-nda-attached-attach-to-pipedrive\">\n<h2> Send and execute NDA (attached). Attach to pipedrive <\/h2>\n<div class=\"file-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Profitect Mutual NDA <\/label> <\/p>\n<div class=\"file-container\">\n    <button type=\"button\" disabled=\"disabled\" class=\"btn btn-default\"> <i class=\"fa fa-upload btn-icon\"><\/i> File will be uploaded here <\/button>\n   <\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"send-and-execute-msa-attached-attach-to-pipedrive\">\n<h2> Send and execute MSA (attached). Attach to pipedrive <\/h2>\n<div class=\"file-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Profitect SaaS (MSA) agreement <\/label> <\/p>\n<div class=\"file-container\">\n    <button type=\"button\" disabled=\"disabled\" class=\"btn btn-default\"> <i class=\"fa fa-upload btn-icon\"><\/i> File will be uploaded here <\/button>\n   <\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"schedule-and-complete-a-proposal-walkthrough-with-a-prospect-add-notes-to-pipepdrive\">\n<h2> Schedule and complete a proposal walkthrough with a prospect. Add notes to pipepdrive <\/h2>\n<\/section>\n<section id=\"it-discovery-and-security\">\n<h2> IT Discovery and Security: <\/h2>\n<\/section>\n<section id=\"who-is-the-it-lead\">\n<h2> Who is the IT lead? <\/h2>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Who is the IT lead? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"who-is-the-cio-and-what-is-his-role-in-the-process\">\n<h2> Who is the CIO and what is his role in the process? <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Who is the CIO and what is his role in the process? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"what-is-the-process-of-getting-the-data-in-the-product-ex-beforeafter-the-contract-is-signed\">\n<h2> What is the process of getting the data in the product? (ex: before\/after the contract is signed) <\/h2>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What is the process of getting the data in the product? (ex: before\/after the contract is signed) <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What IT support is required to get data? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-content\">\n<p>Some companies are not able to provide the data until the contract is signed which emposes significant roadblocks to the implementation and kick off. It is important to understand the IT structure, processes and priorities ahead of time.<\/p>\n<\/p><\/div>\n<\/section>\n<section id=\"is-there-a-security-rfiquestionnaire-that-has-to-take-place\">\n<h2> Is there a security RFI\/questionnaire that has to take place? <\/h2>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Is there a security RFI\/questionnaire that has to take place? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"sandboxbusiness-case\">\n<h2> Sandbox\/Business Case: <\/h2>\n<\/section>\n<section id=\"identify-and-meet-key-people\">\n<h2> Identify and meet key people <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Primary User: <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> User Community: <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Sponsor: <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> IT Lead: <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> CIO: <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> CFO: <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Sign off person: <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-content\">\n<p>Try to identify and set up meetings with the key people in the process.<\/p>\n<\/p><\/div>\n<\/section>\n<section id=\"competition\">\n<h2> Competition <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What other vendors are in the process? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Is everyone given the same task\/sample data at the same time? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"what-are-the-goals-of-the-sandboxbusiness-case\">\n<h2> What are the goals of the sandbox\/business case? <\/h2>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What are the goals of the sandbox\/business case? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What's the timeline? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"consensus-meetingspreferred-vendor\">\n<h2> Consensus Meetings\/Preferred Vendor: <\/h2>\n<\/section>\n<section id=\"is-profitect-a-preferred-vendor\">\n<h2> Is Profitect a preferred vendor? <\/h2>\n<div class=\"select-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Is Profitect a preferred vendor? <\/label><br \/>\n   <select disabled=\"disabled\" class=\"form-control\"><option value=\"An option will be selected here\">An option will be selected here<\/option><\/select>\n  <\/div>\n<\/p><\/div>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> If not, what are the concerns? What is Profitect missing to get to the top position? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Who else is left in the selection process? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"who-is-the-procurement-lead\">\n<h2> Who is the Procurement Lead? <\/h2>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Who is the Procurement Lead? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"who-is-the-legal-lead\">\n<h2> Who is the Legal Lead? <\/h2>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Who is the Legal Lead? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"procurement--legal-process\">\n<h2> Procurement \/ legal process <\/h2>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What will the procurement \/ legal process look like? What is the sequence of events in the process? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"procurementlegal\">\n<h2> Procurement\/Legal: <\/h2>\n<\/section>\n<section id=\"did-the-it-datasecurity-stage-take-place-are-there-any-gapsconcerns\">\n<h2> Did the IT data\/security stage take place? Are there any gaps\/concerns? <\/h2>\n<div class=\"select-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Did the IT data\/security stage take place? <\/label><br \/>\n   <select disabled=\"disabled\" class=\"form-control\"><option value=\"An option will be selected here\">An option will be selected here<\/option><\/select>\n  <\/div>\n<\/p><\/div>\n<div class=\"text-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> Are there any gaps\/concerns? <\/label><br \/>\n   <input type=\"text\" placeholder=\"Something will be typed here...\" disabled=\"disabled\" class=\"form-control\" \/>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"what-is-the-timeline-for-procurement-and-legal-review\">\n<h2> What is the timeline for procurement and legal review? <\/h2>\n<div class=\"textarea-field-content form-field-content\">\n<div class=\"form-group\">\n   <label> What is the timeline for procurement and legal review? <\/label><br \/>\n   <textarea placeholder=\"Something will be typed here...\" rows=\"3\" disabled=\"disabled\" class=\"form-control\"><\/textarea>\n  <\/div>\n<\/p><\/div>\n<\/section>\n<section id=\"identify-and-meet-all-the-key-people\">\n<h2> Identify and meet all the key people <\/h2>\n<\/section>\n<section id=\"push-data-to-crm\">\n<h2> Push data to CRM: <\/h2>\n<\/section>\n<section id=\"check-to-complete-and-create-notes--tasks-in-pipedrive\">\n<h2> Check to complete and create notes &amp; tasks in Pipedrive <\/h2>\n<\/section>\n","protected":false},"excerpt":{"rendered":"<p>Business Development Cadence: Customer Info Prospect Name Prospect title Deal Title Prospect Team Structure\/Hierarchy Pipedrive Deal ID What metrics are you responsible for? What technology or resources do you use today? What technology or resources do you guys utilize on a daily basis to meet your needs? What programs do you currently use that you [&hellip;]<\/p>\n","protected":false},"author":3,"featured_media":8385,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"ep_exclude_from_search":false,"cover_icon_emoji":"","cover_icon_url":"","tasks_count":"60","template_description":"","template_id":"lLUHBPBVPpWnXSQIYulDGA","task_0":"Business Development Cadence:","task_slug_0":"business-development-cadence","task_1":"Customer Info","task_slug_1":"customer-info","task_2":"What metrics are you responsible for?","task_slug_2":"what-metrics-are-you-responsible-for","task_3":"What technology or resources do you use today?","task_slug_3":"what-technology-or-resources-do-you-use-today","task_4":"Are you currently looking for a new solution?","task_slug_4":"are-you-currently-looking-for-a-new-solution","task_5":"What are the primary reasons you are looking at Profitect?","task_slug_5":"what-are-the-primary-reasons-you-are-looking-at-profitect","task_6":"Which team(s) will use this\/which team(s) will this expand to?","task_slug_6":"which-teams-will-use-thiswhich-teams-will-this-expand-to","task_7":"What does success look like to you, both in terms of qualitative and quantitative results?","task_slug_7":"what-does-success-look-like-to-you-both-in-terms-of-qualitative-and-quantitative-results","task_8":"Business Development : Development:","task_slug_8":"business-development--development","task_9":"What problem(s) are you trying to solve? What challenges do you face today?","task_slug_9":"what-problems-are-you-trying-to-solve-what-challenges-do-you-face-today","task_10":"What do you see as the greatest possible roadblocks to implementing a solution?","task_slug_10":"what-do-you-see-as-the-greatest-possible-roadblocks-to-implementing-a-solution","task_11":"Do you have a budget allocated\/approved for this project? If not, when do you expect that you will?","task_slug_11":"do-you-have-a-budget-allocatedapproved-for-this-project-if-not-when-do-you-expect-that-you-will","task_12":"Does your buying process require a formal RFP\/RFI?","task_slug_12":"does-your-buying-process-require-a-formal-rfprfi","task_13":"Business Development : Project\/Budget\/Replacement:","task_slug_13":"business-development--projectbudgetreplacement","task_14":"Are you currently looking for a new solution?","task_slug_14":"are-you-currently-looking-for-a-new-solution-2","task_15":"What is the timeline for identifying and implementing a solution?","task_slug_15":"what-is-the-timeline-for-identifying-and-implementing-a-solution","task_16":"Who is the most important person in the decision making process? Who do we need to convince?","task_slug_16":"who-is-the-most-important-person-in-the-decision-making-process-who-do-we-need-to-convince","task_17":"Pipeline: Discovery\/RFI\/RFP:","task_slug_17":"pipeline-discoveryrfirfp","task_18":"What is your organization structure?","task_slug_18":"what-is-your-organization-structure","task_19":"Tell me about your goals  for this year and beyond?","task_slug_19":"tell-me-about-your-goals-for-this-year-and-beyond","task_20":"What is most important about a solution?","task_slug_20":"what-is-most-important-about-a-solution","task_21":"Has budget been approved for this project?","task_slug_21":"has-budget-been-approved-for-this-project","task_22":"Who are the decision makers?","task_slug_22":"who-are-the-decision-makers","task_23":"Do you have written decision criteria for choosing a vendor?","task_slug_23":"do-you-have-written-decision-criteria-for-choosing-a-vendor","task_24":"When is the fiscal year?","task_slug_24":"when-is-the-fiscal-year","task_25":"What\u2019s the process for actually purchasing the product once you decide on it?","task_slug_25":"whats-the-process-for-actually-purchasing-the-product-once-you-decide-on-it","task_26":"What is the key for our success?","task_slug_26":"what-is-the-key-for-our-success","task_27":"Who is the sign off person?","task_slug_27":"who-is-the-sign-off-person","task_28":"Who is the CFO and what is his role in the process?","task_slug_28":"who-is-the-cfo-and-what-is-his-role-in-the-process","task_29":"On-site Presentations:","task_slug_29":"onsite-presentations","task_30":"What is the audience? Roles, titles, reporting structure.","task_slug_30":"what-is-the-audience-roles-titles-reporting-structure","task_31":"Who is the primary user?","task_slug_31":"who-is-the-primary-user","task_32":"Who is the primary sponsor? (Organisation and the Lead)","task_slug_32":"who-is-the-primary-sponsor-organisation-and-the-lead","task_33":"Competetition","task_slug_33":"competetition","task_34":"Proposal\/NDA\/MSA\/FAQ:","task_slug_34":"proposalndamsafaq","task_35":"What is the annual revenue?","task_slug_35":"what-is-the-annual-revenue","task_36":"What is the number of stores?","task_slug_36":"what-is-the-number-of-stores","task_37":"Send and execute NDA (attached). Attach to pipedrive","task_slug_37":"send-and-execute-nda-attached-attach-to-pipedrive","task_38":"Send and execute MSA (attached). Attach to pipedrive","task_slug_38":"send-and-execute-msa-attached-attach-to-pipedrive","task_39":"Schedule and complete a proposal walkthrough with a prospect. Add notes to pipepdrive","task_slug_39":"schedule-and-complete-a-proposal-walkthrough-with-a-prospect-add-notes-to-pipepdrive","task_40":"IT Discovery and Security:","task_slug_40":"it-discovery-and-security","task_41":"Who is the IT lead?","task_slug_41":"who-is-the-it-lead","task_42":"Who is the CIO and what is his role in the process?","task_slug_42":"who-is-the-cio-and-what-is-his-role-in-the-process","task_43":"What is the process of getting the data in the product? 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