Metrics I haven't identified any % metrics that are relevant to Mr. Prospect & I can't identify where we've impacted similar metrics before. I have only identified a few success metrics that resonate with the prospect. I've identified multiple metrics which are highly relevant to the prospect's pain & issues. Economic Buyer I haven't identified the Economic Buyer (the person holding the $$ purse) who will be ultimately approving the funds that pay me. I HAVE identified an Economic Buyer, but I haven't established access to them – AND/OR I have no insight into his or her preferences re: the buying decision. I have established access to an Economic Buyer and I've confirmed his or her relative preference for our solution. Decision Criterion I haven't identified their core Decision Criterion OR their Criterion seem obviously unfavorable to our solution. I've identified their core Decision Criterion, but I haven't fully influenced the prospect – AND/OR I can't define the prospect's Decision Criterion priority or weighting. I have identified their Decision Criterion and I've played an active role in influencing them in our favor. Decision Process I can't define the steps involved in the prospect's Decision Process. I can describe the steps of their Decision Process but I haven't identified all of the players AND/OR timelines. I can describe the steps of their Decision Process along with the resources & timelines for each step. Procurement Process I can't define the steps involved in the prospect's Procurement Process (Paperwork, Legal Review, Signatures) I can describe the steps of their Procurement Process, but I haven't identified the majority of the players AND/OR timelines. I can describe the steps of their Procurement Process along with the people & timelines for each step. Identified Pain I have not identified sufficient BUSINESS PAIN, or a compelling event that would cause the prospect to take action. I have identified pain points, but I can't define who's being impacted or what the quantified impact is. I understand the prospect's pains, and I know who's impacted at their org, what the quantified impact is, and how my solution will fix that. Champion I have not identified a credible Champion (contact person) at their org who probably wants to the deal to go through. I have identified and tested at least one Champion within their organization but I haven't established a wider base. I have identified and tested a Champion & I have multiple points of contact & support at the prospect's organization. Competition I have not identified core Competitor Offerings OR Competing Initiatives at the prospect's organization. I've identified legitimate competitors, but I haven't established or confirmed our differentiation. I have identified the critical few competitors & I can describe and defend our differentiation. SCORE 0 0 0 
