Wednesday, September 14, 2011

What is a Diagnostic Assessment Tool?

With budgets tight and risk aversion high, it’s easier for buyers to “do-nothing” than to change. Buyers often need proactive help determining what issues they might have, and which of these issues is a priority that is worthy of addressing.

Much like a medical diagnosis prior to treatment, a Diagnostic Assessment Tool can be used by the sales team, or buyers directly via self-service versions, to:

·         Uncover issues the buyer might not have been aware of, or reinforce that known issues represent an opportunity for improvement

·         Benchmark responses versus peers and leaders to help compare performance, identify issues and raise awareness

·         Help prioritize the issues which should be addressed sooner versus later

·         Provide specific solution recommendations and a roadmap to address the highest priority opportunities.

The diagnostic assessment usually accomplishes this via:
·         A survey about the existing spending, priorities, tactics and practices

·         A benchmark database to compare the buyer’s responses with those collected on an on-going / dynamic basis from other peers and leaders

·         Comparison analytics, to graphically visualize and compare the buyer’s responses to the benchmarks and prioritize recommended improvements

·         A roadmap engine, to match the recommended improvements and prioritize to a set of solution and best practice recommendations

·         A report engine, to put the diagnostics, benchmarks and advice into a shareable assessment and proposal.

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