Tools:
CONTACTS:
LOCATIONS:
APPLICATIONS:
SECURITY:
Summary:
Current State Forms act as a single version of the truth (SVOT) to capture relevant information about a customer or prospect. As opposed to lists of information, these forms leverage the concept of “white space” to visually show missing information that might need to be gathered by the sales team in order to better understand potential opportunities.
- People Contacts Record: This section of the form captures detailed information about key personnel at the customer's organization, including names, positions, contact details, and their roles in decision-making. The use of white space in this section visually indicates missing contact information, helping to identify the strength of the relationships and any gaps in the network of people contacts.
- Business Locations Overview: This part documents the customer’s various physical locations, such as their headquarters, branch offices, and datacenter sites. It highlights the geographical footprint of the customer’s operations, with white space serving as a visual cue for unidentified locations or incomplete details.
- Applications Inventory: This section lists the applications the customer uses for business operations, encompassing everything from enterprise resource planning to customer relationship management systems. White spaces in this section reveal unknown or unexplored areas in the customer’s application landscape, indicating potential needs or integration points.
- IT Security Solutions Analysis: This form segment details the security solutions currently deployed by the customer’s IT department. It includes information about firewalls, antivirus software, and other cybersecurity measures in place. The presence of white space here indicates areas where the customer’s security infrastructure may be lacking or outdated, offering opportunities for upgrades or new solutions.
- Opportunity Identification through Current vs. Future State Gap Analysis: The contrast between the current state (as captured by the form) and the desired future state of the customer’s IT infrastructure reveals areas for potential business opportunities. This gap analysis helps in tailoring sales pitches to address specific needs and in positioning solutions that bridge these gaps effectively.