EPIC Flashcards
What is your process for evaluating BI software?
Evaluation
What steps do you need to go through in order to make it happen?
Evaluation
When do you want to have a software in place? Realistically, when will it happen?
Evaluation
When do you plan to start testing BI software on your own data?
Evaluation
Is there a time frame to when you want to purchase a tool?
Evaluation
How far along are you in the evaluation process with these vendors?
Evaluation
OEM - Is there a specific release of your software that you want to have this embedded in? If so, when do you want to release it?
Evaluation
How do you provide analytics today?
Pain/Usecase
What challenges are you having with your current state that you want to solve?
Pain/Usecase
How long has this been an issue for you?
Pain/Usecase
What happens if you do nothing?
Pain/Usecase
What are the negative consequences if the current issues are not addressed ASAP?
Pain/Usecase
What positive business outcomes are you looking to achieve?
Pain/Usecase
If it has been a challenge for so long, what will make you finally solve it?
Pain/Usecase
What are you lacking with the way you try to address it today?
Pain/Usecase
What changed in your organization that has led you to consider a new BI solution?
Pain/Usecase
What is your process for evaluating software? What is your role in the process?
Influence
What is the lead’s title?
Influence
Is this an approved project? If yes, by who? If no, what is the process?
Influence
Who initiated this? If no active evaluation, who would sign off / oversee an evaluation?
Influence
Who else is involved in the process of evaluating/implementing BI software?
Influence
What is the decision making process? What is the process to purchase a software solution like Sisense?
Influence
Have you purchased software in this company in the past (if you have rapport with the lead)?
Influence
Have you shown the value of Sisense to either mitigate their negative consequences or provide positive business outcomes?
Commitment
Are there other stakeholders we can bring to the initial call? Who are these people? Should we add them to the invite?
Commitment
Send an email after your call that restates their PAIN.
Commitment
Update the calendar invite slightly 24 hours prior to the demo. Send a note to calendar guests with [REMINDER] in the title.
Commitment
Call and confirm the demo.
Commitment
