Business Problem we’re trying to solve -
Primary Use Case -
Use cases for additional phases -
The solution they’re looking for (product / vendor agnostic) and the value that brings. -
How Salesforce maps to that solution: What are we going to sell them? -
Who are our competitors and where are they strong / weak? -
How are we differentiating? -
What is our solution approach: partners that are involved pros and cons of each partner approach - Which do we recommend? - Does the customer have a preference that we know of? -
Any headwinds / tailwinds we should know about. -