Introduction

Background

Architecture

Analytics
A&D PreSales

🟢
SMBU PreSales
Full Global Access
EAM PreSales

PreSales Operations

🟠
Regional CTO
Full Regional Access
PreSales Leadership

Data Security

Managed In Microsoft Teams

🟡
Share opportunity to provide
Partial Access technical access

Include on Resourcing section for

reporting / Dashboard inclusion

Filters to refine lists

View Refinements

Group by Column Headings

1. Pipeline

2. Resourcing

3. Progress

Have a common & consistent

method of grading or scoring The
Technical Win status of an
opportunity

Platform

Functionality

Measure the Technical Win across 5

Integrations
dimensions

Relationships

Evaluation

1 Low

Sliding scale from 1 to 6

6 High

Does the Buying Group understand how our proposed platform is

architected?

Managing The
Platform
Is the Buying Group comfortable and accepting of our proposed

Objective:
architecture?

Terminology Technical Win Functionality Does the Buying Group acknowledge that our proposed solution has all
of the functionality (standard or CRIM) to meet their requirements?

PreSales Enablement Does the Buying Group understand our integration methodologies?

Integrations

Views
Do we understand how our proposed solution will integrate into the
Buying Group’s intended Enterprise Estate?

Subjectively grade ourselves on

The hub lists how we believe the Buying Group
perceives us? Are we distant?
Presenters from a software company?

Kept at arms length on a “need to know basis”

5 Dimensions
Relationships How strong is our relationship within the Buying Group
In a professional and polite way but cannot respectfully ask open and
Are we welcomed
difficult questions to members of the Buying Group?

Are we being told “dirty little secrets” about unpublished or informal

Are we trusted advisors?
aspects within the organisation?

Decision criteria

Measurements
Do we understand “what success looks like?” from the Buying Group’s
perspective?
Weighting
Evaluation

Decision Makers

How does the Technical Solution(s) get shortlisted and put forward to
the Economic Buyer for further evaluation?

Use of the List View is primarily for

informational purposes only
4. Health
Microsoft Forms

Views structured as Scores are now updated using the

5 Sections
Maximum score = 30

Workflows
This area of The Hub has evolved Technical Win Scorecard
6 Points per section

Fields are now locked for editing in Microsoft Lists

Previous scoring mechanism used %’s so

some Hub Data will not correlate and look
wrong

Filters
Filter list to “New” to find brand new opportunities
potentially requiring tracked

“Groups”

Use Sort list into groups from one of the column headings

Tips: “Edit in Grid View”

Useful for updating RAG flasg

Platform approach

Our plans are incomplete and we cannot get access to the stakeholders
Functionality
within the Buying Group to validate and agree

Integration methods and scope

Examples
We have no idea on the evaluation criteria and are effectively “shooting
in the dark”

Individual levels
RAG Flags
We have poor relationships

Departmental levels

Update We have a plan to improve our current grading but it

does include some risks and assumptions that we
believe can be managed.

We are confident we have a plan to be able to

maximise / optimise our grading across the 5
dimensions pursuant of The Technical Win

Technical Win Scorecard

5. My Dashboard

6. DashBoard

7. Forecast

The Hub Form