Why JEP matters
- Helps Qualify deals
- Establishes process & timing expectations
- Uncover customer decision makers, influencers, Champion, etc
- Learn & anticipate steps in the customer buying process
- Holds both parties accountable
Goals of JEP
- Provide a better buying experience and highlight the suite success methodology
- Provide a mutual understanding of the activities that need to be completed for a successful evaluation
- Sets out the roles and responsibilities of the seller and the buyer, but also the individuals
- Leading practices and anticipating unexpected scenarios and delays.
- Guide inexperienced buyers through the procurement process.
- Create a sense of partnership and ownership with both sides.