TRAINING COURSE: Technology Insights for Strategic Planning

Module 3: MEDDIC Qualification Framework Implementation

·       Metrics - Identifying and validating customer success metrics

·       Economic Buyer - Strategies for engaging financial decision-makers

·       Decision Criteria - Uncovering technical and business requirements

·       Decision Process - Mapping approval workflows and gates

·       Identify Pain - Techniques for pain discovery and validation

·       Champion - Developing internal advocates for your solution

·       Practical Exercise: Applying MEDDIC to real-world technology opportunities

Module 4: Strategic Technology Landscape Analysis

·       Artificial intelligence and machine learning developments

·       Blockchain and distributed ledger technologies

·       Cloud computing and SaaS evolution

·       Internet of Things (IoT) and edge computing trends

·       Cybersecurity technology landscape

·       Emerging enterprise software platforms

·       Industry-specific technology innovations

·       Workshop: Mapping relevant technology landscapes for qualification contexts

Module 5: Technology Impact Assessment for Qualification

·       Frameworks for evaluating technology impact on customer business models

·       Value chain disruption analysis for opportunity validation

·       Competitive advantage implications of technology adoption

·       Technology readiness level assessment for solution fit

·       Total cost of ownership and ROI modeling for technology investments

·       Risk assessment frameworks for technology adoption

·       Practical Exercise: Conducting technology impact assessments for opportunity qualification

Module 6: SWOT Analysis for Technology Opportunity Qualification

·       Strengths assessment - Aligning solution capabilities with customer needs

·       Weaknesses identification - Addressing solution gaps proactively

·       Opportunities exploration - Uncovering expansion potential

·       Threats analysis - Competitive and implementation risk evaluation

·       Adapting SWOT for different technology sales contexts

·       Using SWOT to strengthen competitive positioning

·       Workshop: Developing comprehensive SWOT analyses for technology opportunities

Module 7: Data-Driven Qualification Techniques

·       Leveraging CRM data for qualification pattern recognition

·       Predictive analytics for opportunity scoring and prioritization

·       Win/loss analysis to refine qualification criteria

·       Digital engagement signals and their qualification implications

·       Competitive intelligence gathering and application

·       Creating data-informed qualification playbooks

·       Technology Demonstration: Data analytics tools for opportunity qualification

Module 8: Industry-Specific Technology Qualification Approaches

·       Financial services technology qualification considerations

·       Healthcare and life sciences qualification frameworks

·       Manufacturing and industrial technology assessment

·       Retail and consumer goods technology evaluation

·       Public sector and government qualification approaches

·       Technology qualification for professional services firms

·       Case Study: Industry-specific qualification success stories

Module 9: Cybersecurity and Risk Considerations in Qualification

·       Incorporating security requirements into qualification frameworks

·       Compliance and regulatory impact on technology decisions

·       Data privacy considerations in solution evaluation

·       Risk assessment methodologies for technology implementations

·       Security certification and attestation evaluation

·       Building trust through security-focused qualification

·       Workshop: Integrating security considerations into qualification processes

Module 10: Communicating Technology Insights to Stakeholders

·       Translating technical concepts for business audiences

·       Visualization techniques for complex technology information

·       Building compelling business cases based on technology insights

·       Tailoring communication to different stakeholder groups

·       Handling objections and concerns about technology solutions

·       Developing executive-level technology value narratives

·       Role Play: Presenting technology insights to different stakeholders

Module 11: Technology Implementation and Change Management

·       Assessing implementation complexity during qualification

·       Evaluating customer readiness for technology adoption

·       Change management considerations in opportunity qualification

·       Implementation resource requirements and planning

·       Integration challenges and compatibility assessment

·       User adoption and training needs evaluation

·       Case Study: Successful technology implementation planning during pre-sales

Module 12: Building Integrated Qualification Frameworks

·       Combining multiple qualification methodologies effectively

·       Creating customized qualification frameworks for your organization

·       Designing qualification scoring and weighting systems

·       Implementing qualification governance and quality control

·       Continuous improvement of qualification processes

·       Technology enablement for qualification workflows

·       Capstone Project: Developing a comprehensive qualification framework for your organization