Customer Briefing Template Page 1 of 2 Ver. 1.1 – 2/3-2007 www.epista.com Customer Briefing Template Corporate Data Company name? Size: turn over, divisions/business units, employees? Sponsor/Power sponsor Who are we meeting, role/responsibility? Place in the organization? Level in the organization (management, middle management, team manager, etc.)? Future user of sales reports? Role in decision to purchase sales reporting? Sales/Distribution Channel What they sell, to whom, and where? National vs. International sales? Customer types/categories? Direct vs. Indirect (distributor/reseller) distribution? Few customers with large purchases or many customers with small purchases? No. of customers? No. of channels/resellers? Solution sales vs. Product sales vs. Project sales? New bizz vs. Account selling? No. of product categories, no. of products? Sales Process Complexity, length of stages, length of sales process, etc.? Sales activities (tele sales, canvas calls, account management, meetings, proposals, events, etc.)? Bonus structure for sales people (benchmarking?) Forecasting How do they forecast? How accurate is forecast? How important is forecast? Forecast elements: probability, stage, product, amount, etc.? Which systems/tools do they use to and where do they store forecast data? Customer Briefing Template Page 2 of 2 Ver. 1.1 – 2/3-2007 www.epista.com Sales Organization Teams, regions, product divisions, etc. Size of the sales organization (employees, teams, etc.) Roles (account management, tele sales, etc.) SuperOffice use For which purposes are they using SuperOffice+ Are groups equal to SuperOffice groups? SUO version and modules? Is the entire organization/all countries using SUO? Existing reporting What kind of reporting are they using today? What works well and what does not, what is missing? Report needs Which KPIs do you want to measure on? Who needs the reports (management – team managers – sales people, etc.)? Purpose of the reports (business objective/success criteria)? On what do they want to report (sales, forecast, activities, etc.)? Where is data located (CRM, ERP, etc.)? Do they have a budget for the reporting project?
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