This final, rather unscientific slide is an attempt to convey the life cycle of a typical product evaluation. The Y axis represents the general mood, with its ups and downs that depend on expectations and perceived results. It is common for things to start off well,...
My second guideline concerns Champions (also referred to as Spies and other terms). These my strong allies in the client account. They will defend my product when I am not there, They will go the extra mile to ensure that small, important details are attended to, And...
In this video and the two preceding ones, we have looked at the support of product evaluations. We started by considering how to filter them – which ones to support and which to put off in some way. Then we looked at the negotiation of the scope and criteria for the...
That Investment is the Cost of supporting the Evaluation. This is not normally the responsibility of a CFE, but they should be aware of it. In my experience, nobody ever calculates the real cost of supporitng Evaluations – it’s too tough. One thing is clear though,...
The Evaluation Plan captures details within the Execute phase of the overall Evaluation Process. As for the Evaluation Agreement, having a template for the Plan is an excellent idea. First of all, this will define a terminology for milestones, materials, tasks, and so...
