Checkpoint: | Pain admitted by power
The Opportunity Team (Microsoft and partners) has uncovered a high priority critical issue (pain) the power is experiencing and that Microsoft can help address. Definitions Pain - A business problem, critical issue, or missed opportunity that an individual is facing within an organization. Something they were hired to do, that they are measured on and could be fired for not doing well. Pain can also be Latent. Latent Pain is when the buyer is not actively attempting to address a problem for which the seller can see a solution. Buyer is either unaware a potential solution exists or may have failed at previous attempts to solve the problem. The buyer has rationalised potential solutions viewed so far as “too expensive,” “too complicated,” or “too risky.” Use the link below for more information on the MSS tenets of Pain, Power, Vision, Value and Control and how to measure them. Pain Power Vision Value and Control (PPVVC)