1. Checkpoint #1: Prospecting
AE: ___________________
Overview of On-Boarding Program (10 Minutes)
Strengths:
Potential Gaps / Areas of Weakness:
Notes:
** Must achieve at least 3 out of 4 elements to earn the full point **
Checkpoint #1: Prospecting (30 Minutes)
(1 Point) = What do we know about the company? Point: / 1
(¼ Point) = Industry & Market Insights Achieved? Y / N
(¼ Point) = Company Overview, Insights, Structure, Finances Achieved? Y / N
(¼ Point) = Competitive Landscape Achieved? Y / N
(¼ Point) = Key Initiatives Achieved? Y / N
Notes:
(1 Point) = Who are the key players? Point: / 1
(¼ Point) = Org Chart Achieved? Y / N
(¼ Point) = Hypotheses on EB / Champion / etc. Achieved? Y / N
(¼ Point) = Quotes, research Achieved? Y / N
(¼ Point) = Potential gaps in champion Achieved? Y / N
Notes:

2. (1 Point) = What are our hypotheses? Point: / 1
(¼ Point) = Hypothesis - Pain Achieved? Y / N
(¼ Point) = Hypothesis - Value Driver Achieved? Y / N
(¼ Point) = Hypothesis - Required Capabilities Achieved? Y / N
(¼ Point) = Hypothesis - Proof Point(s) Achieved? Y / N
Notes:
(1 Point) = What is the prospecting plan? Point: / 1
(¼ Point) = Cadence Achieved? Y / N
(¼ Point) = Methods (email/phone/etc.) Achieved? Y / N
(¼ Point) = Multi-Level PG (C-suite to director level) Achieved? Y / N
(¼ Point) = Overall structured & confident plan of attack Achieved? Y / N
Notes:
Scoring & Review (10 Minutes)
Overall Score:
_____ / 4 Points
Strengths:
Needs Improvement:
Follow Up Items: