Opportunity summary
General overview of the opportunity.
Amount to close: (booking) (Licence/SaaS)
Contract duration:
Total contract value:
Company overview
General overview of the company (activity, size, revenue, location)
Opportunity overview
Outline the specific details about the opportunity as it directly relates to the lead.
What is our temporary technical advantage feature that is making the difference?
What key actions can we do to maintain/develop our advantage
What is the customer’s main project or problem?
What issues are they facing? What key actions can we do to answer this?
Quantifiable Business Outcome
What are the measured results of the project?
What are the customer goals and objectives
What are the expected benefits?
Customer’s political agenda
What is the personal outcome that the customer as an individual will gain by succeeding with this project?
Target acquisition
Outline the scope of this opportunity.
Why will this decision be made?
How will this decision be made?
Who will drive the decision?
Decision process
Timeline of steps that we will complete in order to close the business.
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