Success Outcome
What line of business are you focused on? eg which division or customer set |
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Describe the to-be state you help create |
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Are the economic buyer/decider and end users in the same department or company? | Is there an Intermediary?
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Here are the tests
10 Syllables
- The Success Outcome should be described in 10 syllables (not words) or less
Significance
- The Success Outcome should be described in 10 syllables (not words) or less
- The Success Outcome should be significant to the customer
Describes a to-be state
- It should describe the to-be state you help enable
Executive Reaction
- Executives have a good idea of what the Success Outcome means
- They want that to-be state
Longevity
- Could you still be using this Success Outcome in 20 years?
Language
- Jargon free, product free, about your customer and not about you