ONEComm IQ² - Identify, Quantify, & Qualify Methodology
Client Product & Services Offering(s) = Meets Prospect Company Business Needs & Sales / Budgetary Cycle!!!
Introduction (Function as a Resource for Targeted Information and Technical Support) Presentation of Client Value Propositions
Identify - Who are the Prospect Co. Key Influencers / Decision Makers
Who are the best persons to talk to? Who is available???
Where is the Prospect Company in regards to the "Needs Cycle"? (Active Projects)
(Upcoming Projects / Segmented by Client Offerings)
Budgetary Cycle Information / Discretionary / Approved Projects / Annual Assessments
Determine the Scope of their Operations = How Many Users / Servers / Locations?
What are their IT Requirements? Changes for any and all Business Processes / Growth / Up-Time / Integration / Development / Expansion and/or Simplification / Consolidation / Reduction ?
What are their "Exposures" to System Disparity / Regulatory / Compliancy / Obsolescence / Downtime / Failure?
Systems Obsolescence / Lack of Scalability / Downtime = Lack of Competitiveness / Loss of Revenue / eTransactions Failure / eWeb-Services Failure / Brand Damage Control
Deliver Value Propositions
Strategic into Tactical Project Development / Ingress / Egress
Intuitive Impact / Causal Relationships throughout the "IT Stack" from Infrastructure through Data Services, Middleware, Core Enterprise Applications, & Web Services
Strategic Consulting / Project Management Expertise
Reduction in Costs, Reduction in Downtime, Reduction in the Total Cost of Ownership, "Green", Optimization, Real Time Reporting, Managerial Overview
Qualification of Business Opportunities
Where is the Prospect Company in regards to the "Sales Cycle"?
What Platforms / Databases / Core Business Applications / Development Platforms are they running?
What is and what is not working for them?
Are they building a Business Case / Feasibility Study / RFI / RFP Processes?
What are the appropriate Value Propositions / Pricing Models Can You "Pitch" them?
Do they need Lead Consultation help for Feasibility / Budgeting / Analysis?
What is the Decision Time-frame? / Do they have Approved Budgets?
When would they like to speak with a Client Technical Representative?