Defence Edge Fleet - Dovetail Device Management

Is the project defined?
A specific Business Initiative defined by the customer to address a positive or negative issue that is related to a Business Driver (the internal or external pressures that are causing the customer to act). Customer Project is supported by the Insight Map.

Customer Business Profile?
Description of the customer's business, their industry, market and company size, as well at their high-level Goals, Business Drivers (internal and external pressures) and Business Initiatives. The Business Strategy Map and your Account Plan details support Customer Business.

Customer Financial Condition?
Revenue, cash, profit and investment trends, comparison with similar companies, and performance against key performance metrics.

Access to Funds?
The requisite budget for the Customer Project is approved or can be obtained.

Compelling Event?
A time sensitive response to an internal or external pressure (Business Driver) connected to Key Players that drives the customer to act, to make a decision, to solve a problem or to take advantage of an opportunity in front of them by a defined date. The Insight Map supports the Compelling Event.

Formal Decision Criteria?
Is documented criteria regarding capabilities, features and attributes by which the customer will make the buying decision. The Decision Criteria screen in the Programme Capture Board supports Formal Decision Criteria.

Solution Fit?
The extent to which your offering addresses the customer's Business Drivers, Challenges, Evidence and Decision Criteria. Rowden edge-system demonstrations and the Decision Criteria screen support Solution Fit.

Capture Resource Requirements?
The amount of effort (time and resources) compared to the programme value and strategic importance.

Current Relationship?
How the customer perceives your ability to add value in the context of this opportunity. The Political Map supports the details of your current relationship.

Unique Business Value?
The specific capabilities of your solution that meet or solve the customer's business issues that the Key Player considers to be uniquely better than any alternative. Rowden edge-system demonstrations and insight maps support the details of your Unique Business Value.

Inside Support?
Supporters and Mentors with influence to the Inner Circle and Political Structure. Inside Supporters can also be part of the Inner Circle and Political Structure. The stakeholder map in the Programme Capture Board should illustrate your Inside Support.

Executive Credibility?
Level of relationship and access to the executives who are in the Inner Circle or Political Structure for this opportunity. The Political Map and your Insight Map illustrate how you achieve Executive Credibility.

Cultural Compatibility?
The extent to which the customer's culture resembles that of your company; exhibited by how it operates its business and its behaviors, practices and values.

Informal Decision Criteria?
The unofficial, undocumented criteria the Key Players will use to make a decision, often including personal as well as company factors.

Political Alignment?
The number of Key Players with whom you are actively engaged (good coverage) that are Supporters or Mentors relative to Key Players who are Non-Supporters or Enemies. The Political Map and your Insight Map combined with your Decision Criteria illustrate how you achieve Political Alignment.

Short-term Revenue?
The size of the initial order that the customer will place in the short term - typically within a normal sales cycle.

Future Revenue?
The expected lifetime value of the customer.

Profitability?
The Profitability of the opportunity as measured by gross or net margin.

Degree of Risk?
An internal view of the likelihood of project failure post-sale that will impact profitability or reputation.

Strategic Value?
An internal view of the positive strategic impact for your company of winning this opportunity.