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Success Outcome

What line of business are you focused on? eg which division or customer set
Describe the to-be state you help create
Are the economic buyer/decider and end users in the same department or company? Is there an Intermediary?
  • Is the economic buyer/decider in a different department to the end users? eg economic decider is in HR or IT, but end users also use the software ; or
  • Do you engage end users through a partner or channel?

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

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