Hi all, I'm curious about how you qualify an application development opportunity. Here's my pov on points we should discuss with prospects We must understand the business goal of this application. why is the client looking for a solution now what have they seen so far What's their thought on other alternatives Who are the stakeholders What's the business impact of this app Any price point and timeline in mind what else should I find out? Is there an angle I should think from?

Qualification is entirely dependent on the org. There’s pain, need, budget, business case, technical and security fit, etc, that all need to be accounted for.

What do you need to know, as a business, to say “this customer will not only buy now, but will renew year after year?”

saaskicker

Celebrated Contributor

Enterprise AE

What happens if they don't buy from you? What's their typical decision process (what's important to them, who signs, does legal get involved)? Why can't they do it themselves?

Sunbunny31

Politicker

Sr Sales Executive 🐰

There are a lot of qualification methodologies you can use depending on the kind of information you need to gather in order to qualify this. Budget, who decides/owns the project/budget, compelling event, problem/pain, then into solution fit, infosec requirements, etc. Are you using any methodology currently?

Kosta_Konfucius

Politicker

Sales Rep

Highly recommend talking with a top rep at your company to hear how they do it differently. Sometimes it can be product/company specific

FoodForSales

Politicker

All those are discovery questions.
My advice would be to read GAP Selling.

Maximas

Tycoon

Senior Sales Executive

I would add to that to have the awareness of the history of the client to have a better understanding of his needs and also to know more about your competitors they used to deal with before to see what they had offered him that you couldn't to be able to meet up with his expectations.

poweredbycaffeine

WR Lieutenant

☕️

I think it’s interesting that you only refer to buyers, managers, other people really, as men.

Maximas

Tycoon

Senior Sales Executive

Good catch, to be considered ✋

Sunbunny31

Politicker

Sr Sales Executive 🐰

Forgot to mention - simplest angle. You want to be able to answer these questions for your customer: why my solution? Why now?

Everything else you ask is geared toward answering those two questions for yourself so you can guide your customer.

Diablo

Politicker

Sr. AE

Are they using any solution atm and why they are looking to switch? What’s the adv and disadv with the current solutions they have and what are they looking to have in the new solution.

SgtAE

WR Officer

Dumping our Qual notes here

Surface problems Tell me more about that Can you be more specific? Maybe give me an example Why do you suppose this is happening? Business reasons Out of everything you could have chosen to solve for, why this? What have you already tried to solve for this? How has that worked? What is the potential impact on revenue? Emotional impact Who else in your organisation is aware of and affected by this issue? Is the organisation committed to fixing it now? What happens if you do nothing? Is there anything else I should know that would be helpful?

AuthorityWhat is your role within the project/decision-making process
Who else is involved?
FitCould you share a bit about your company background / the project you’d like to implement Gitlab?
What’s your current software development cycle?
Problems with current processes? / Problems you’re looking to solve?
How do you currently deploy software
InitiativeHow many users? Internal / external?
How many are on the development team?
What features are you looking to utilise?
TimelineWhat’s your timeline for implementation / going live?
When are you expecting to go live?
Budget What’s the budgeting process looks like Is it allocated/approved?

Panda4489

Politicker

Head of Some Shit

With all App Dev I always ask what their current approach is to the problem. How has that worked? What has fallen short of expectations?

What is the ideal approach to the problem? And then we can discuss how to craft a solution.

It's a word world in AppDev you can really ask anything and everything

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rainmakerinthemaking

How do you qualify an application development oppotunity?

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