Friday, August 31, 2018

Critical Date / Critical Event Examples

At a recent Great Demo! Workshop, the participants asked for a starter set of Critical Date / Critical Event examples that they could use in conversations with their customers.  For those who are unfamiliar, a Critical Date or Critical Event is a date by when the customer needs to have a solution in place – and is one of the key elements of a Great Demo! Situation Slide.

Uncovering a customer’s Critical Date or Critical Event should be a part of your Discovery conversations.  However, in many cases your customer may not have a date or event in mind – in which case you might want to suggest some, to trigger fixing a date. 

So, here you go with a starter set…
  • Customer’s Project Deadline
  • Customer’s Project Date-specific objectives or goals
  • Customer’s Budget Cycle
  • Customer’s Budget that needs to be consumed
  • End of the customer’s fiscal quarter / fiscal year
  • End-of-Life of an existing software package
  • End-of-Support for an existing software package
  • Any Major Changes to the customer’s business
  • Acquisitions
  • Divestitures
  • Mergers
  • New Plant or Facility Openings (or Closures)
  • Scheduled Plant or Production Line Down-time
  • New Production Line
  • New Store Opening
  • New Field Office Openings (or Consolidations/Closures)
  • Key New Hires (or Fires)
  • Aging-out/Retiring Workforce
  • Board Meetings
  • Compliance or Regulatory Changes, New Rules, or Deadlines
  • Other Government-imposed Deadlines
  • Elections
  • Retail Selling Seasons / Holidays
  • Other Seasonality-based Factors
  • New Product Launches
  • New Market Entries
  • Marketing Campaigns
  • Competitive Campaigns
  • Implementation of a Related or Impacted Program (e.g., a new sales methodology, marketing automation system, etc.)
  • Customer’s Internal Key Events (e.g., major company anniversary, annual picnic, etc.)

Any others to add?

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