判斷一個客人是否值得長期合作的大標準(這對於正在成長或未成熟型產業是很好的問題)
- Passion - The decision maker has the passion for this industry
- Believe - They believed our products are competitive
- Dedicate - They have dedicated PM / Sales for selling our products
- Solution - They promote a Solution to instead a single product
- Support - They have experienced FAE / Engineers
- Management - Good self management of their company
不過就像面試一樣，有許多更細項可以來判斷客人值不值得經營，以下就是一些常見問題集
| History | Year of Company Founded / How many years have you been in this market ? |
| Company | What is your business type? Distributor? Sytem Integrator? Application provider? End user? |
| Segment | Target customer / segment (existing channels' background and any new targeted segment?) |
| Coverage | What is your business coverage ? |
| Challenge |
What's the biggest challenge for your business now ? |
| Competitor | Who are your competitors? |
| Organization | Company organization chart - How many sales and engineers for this business? |
| Marketing | How do you promote product ? Any trade show plan? Market Campagin? |
| Product |
Who are your supplier now for similar business ? Any related Products? And what is the current selling status ? How to leverage with our product and with us? |
| Solution | What is your solution for customers ? the unique selling point? |
| Stories | Please advise your successful stories, Any related projects that your company has done? |
| Inventory | What about your inventory strategy - stock plan ? |
| Revenue | Sales Revenue / especially % of this industry or product line |
| Finance | Who are your investors? |
| Project | Name / Volume / Application (software) / Competitor / Schedule |
| Application | Software ability / Interested in specific partner? |
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