EPIC

Question 1

What is your process for evaluating BI software?

Answer 1

Evaluation

Question 2

What steps do you need to go through in order to make it happen?

Answer 2

Evaluation

Question 3

When do you want to have a software in place? Realistically, when will it happen?

Answer 3

Evaluation

Question 4

When do you plan to start testing BI software on your own data?

Answer 4

Evaluation

Question 5

Is there a time frame to when you want to purchase a tool?

Answer 5

Evaluation

Question 6

How far along are you in the evaluation process with these vendors?

Answer 6

Evaluation

Question 7

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?

Answer 7

Evaluation

Question 8

How do you provide analytics today?

Answer 8

Pain/Usecase

Question 9

What challenges are you having with your current state that you want to solve?

Answer 9

Pain/Usecase

Question 10

How long has this been an issue for you?

Answer 10

Pain/Usecase

Question 11

What happens if you do nothing?

Answer 11

Pain/Usecase

Question 12

What are the negative consequences if the current issues are not addressed ASAP?

Answer 12

Pain/Usecase

Question 13

What positive business outcomes are you looking to achieve?

Answer 13

Pain/Usecase

Question 14

If it has been a challenge for so long, what will make you finally solve it?

Answer 14

Pain/Usecase

Question 15

What are you lacking with the way you try to address it today?

Answer 15

Pain/Usecase

Question 16

What changed in your organization that has led you to consider a new BI solution?

Answer 16

Pain/Usecase

Question 17

What is your process for evaluating software? What is your role in the process?

Answer 17

Influence

Question 18

What is the lead’s title?

Answer 18

Influence

Question 19

Is this an approved project? If yes, by who? If no, what is the process?

Answer 19

Influence

Question 20

Who initiated this? If no active evaluation, who would sign off / oversee an evaluation?

Answer 20

Influence

Question 21

Who else is involved in the process of evaluating/implementing BI software?

Answer 21

Influence

Question 22

What is the decision making process? What is the process to purchase a software solution like Sisense?

Answer 22

Influence

Question 23

Have you purchased software in this company in the past (if you have rapport with the lead)?

Answer 23

Influence

Question 24

Have you shown the value of Sisense to either mitigate their negative consequences or provide positive business outcomes?

Answer 24

Commitment

Question 25

Are there other stakeholders we can bring to the initial call? Who are these people? Should we add them to the invite?

Answer 25

Commitment

Question 26

Send an email after your call that restates their PAIN.

Answer 26

Commitment

Question 27

Update the calendar invite slightly 24 hours prior to the demo. Send a note to calendar guests with [REMINDER] in the title.

Answer 27

Commitment

Question 28

Call and confirm the demo.

Answer 28

Commitment