Deal Review Meeting Generated by Hypercontext.com This meeting is to support an Account Executive on a customer opportunity pursuit. The meeting members should include the AE, their manager, and executive representatives from supporting groups — partner, services, CS, and the leadership team. Agenda Why Change? What client business problem is related to this opportunity? What are the associated business goals and success factors? What happens when they solve their problem? Who is accountable fore the goal and/or the problem resolution?

Do you have an executive sponsor? If not, what action do you have for your champion?

Why Now?

What is the activation event?

What is the compelling event?

How does this project rank as a priority? What may be the competing initiatives?

What current state data have you gathered?

Has the client validated the data and summary you've presented?

What has the client confirmed as their decision-making criteria?

Can we influence decision timelines and decision-making process?

Do we require a partner to deliver the solution? What is our partner's history in this account and how can this be leveraged?

Is there competition we're aware of? What is your strategy vs. them? Has the client validated?

What is our unique business value and is it quantified and linked to their goals/success factors?

Has the client helped you co-author the future state solution?

Why Not?

What could keep this client from moving forward?

How will you address the common client concern of "will this solution work?"

Do you predict any challenges from other stakeholders?

Feedback and Plan

What feedback do we have for the AE?

What support can we offer?

What is our critical path to close or mutual action lan?