Metrics: internal inspection questions
Inspection questions on Metrics, from relevant metric proof points to a metric/ROI that the customer has validated, owns and has documented in their decision process.
Grey
Status: Relevant metric proof points identified and presented
Guiding light principle: Agreement. The major objective at this level is to gain agreement that the metric proof points are relevant to their environment, and to illustrate that you have listened to the prospect and understand their needs and their business.
- Tell me how you researched the company.
- Explain to me how the metric proof point(s) you’re presenting link to their business objectives.
- Describe to me the reaction of the audience to the metric proof point you presented.
Yellow
Status: Metric/ROI is validated by the customer but not documented
Guiding light principle: Adoption.
- Tell me what feedback you got from your potential champion to validate that they accepted our metric proof points.
- Explain to me which relevant business metrics are linked to the biggest business pains.
- Describe to me how your champion justified the relevance of documenting metrics of their own.
Green
Status: Customer has taken ownership of the metric/ROI, and it is documented within their decision process
Guiding light principle: The customer is demonstrating ownership.
- Tell me how the relevant business metrics have been documented in the ROI.
- Explain to me how you know the champion has ownership of the ROI document.
- Describe to me where the ROI is documented in the Decision Criteria and accounted for in the Decision Process.
Go deeper on Metrics
Quantifiable, measurable results the customer accepts as valid for the project.