Target Market and Capability Evaluation
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Build, Buy or Partner is a strategic decision organizations must make. Adding a structured decision process helps with repeatability and consistency across stakeholders. This sample Build Buy Partner scoring matrix can help you get started.
![Target Market
Functionality/Capability
Criteria
Yes = 1
Maybe=2
No=3 Weight Scoring
Can we effectively answer RFPs and be selected without this
capability/solution? 1 0
If we had this capability, can we take advantage of immediate sales
opportunities or market advantage? [Revenue opportunity] 1 0
If we have immediate revenue opportunities, how much are they?
(Create target revenue thresholds to define a weight to this amount) 1 0
0
Do the product requirements fit our core competencies? (i.e. the
product is a pure technology play vs. content, knowledge
services/consulting) 1 0
Is the market large enough that building software would be worthwhile? 1 0
Is there significant blue ocean potential or is there dissatisfaction with
current vendor offerings? 1 0
Does the market see this as a premium product? 1 0
0
Is this functionality something that organization is contemplating
developing? (i.e. is it on the roadmap) 1 0
Is the available internal build deliverable accurately deliverable in 18
months or less? 1 0
Is this need an enahncement to an existing product? 1 0
Are there significant opportunity costs (trade-offs) if we build this? 1 0
Do we have the internal knowledge of requirements to build and get to
market in a timely fashion? 1 0
Are we willing to maintain and enhance the product once built? 1 0
If we only get 1-5 customers on this solution, will we see this as a
success? 1 0
Do this product or solution fit with our strategic direction? 1 0
0
0
NOTES:
Address at All? - Is this a priority to address? This section helps to determine if you should do anything at all. Most organizations
have a lot of priorities, and making a determination not to address the issue is a useful decision. If you score this section below
your target threshold, don't do anything. If you are above the threshold scoring, see about build vs. buy in the next sections.
Attractive Market? - Have you done your homework on whether this feature, function or offering will sell? Does it fit with who
you are as an organization? If you score high here, move on to look at the issue of build vs. buy.
Worthwhile to build? If you still have a low score overall, then this might be a good prospect to invest development resources and
build internally.
This Checklist is designed to guide thinking around what is truly a good fit to build internally. You can use it as a simple guidepost, or create a
more advanced scoring and weighting system.
Partner/Buy/Build Evaluation Checklist
Build or Partner/Buy
Address at All?
Attractive Market?
Worthwhile to build?](https://image.slidesharecdn.com/partnerbuybuildworksheet-200108222736/85/Partner-Buy-Build-Evaluation-Worksheet-1-320.jpg)
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Target Market and Capability Evaluation
- 1. Target Market Functionality/Capability Criteria Yes = 1 Maybe=2 No=3 Weight Scoring Can we effectively answer RFPs and be selected without this capability/solution? 1 0 If we had this capability, can we take advantage of immediate sales opportunities or market advantage? [Revenue opportunity] 1 0 If we have immediate revenue opportunities, how much are they? (Create target revenue thresholds to define a weight to this amount) 1 0 0 Do the product requirements fit our core competencies? (i.e. the product is a pure technology play vs. content, knowledge services/consulting) 1 0 Is the market large enough that building software would be worthwhile? 1 0 Is there significant blue ocean potential or is there dissatisfaction with current vendor offerings? 1 0 Does the market see this as a premium product? 1 0 0 Is this functionality something that organization is contemplating developing? (i.e. is it on the roadmap) 1 0 Is the available internal build deliverable accurately deliverable in 18 months or less? 1 0 Is this need an enahncement to an existing product? 1 0 Are there significant opportunity costs (trade-offs) if we build this? 1 0 Do we have the internal knowledge of requirements to build and get to market in a timely fashion? 1 0 Are we willing to maintain and enhance the product once built? 1 0 If we only get 1-5 customers on this solution, will we see this as a success? 1 0 Do this product or solution fit with our strategic direction? 1 0 0 0 NOTES: Address at All? - Is this a priority to address? This section helps to determine if you should do anything at all. Most organizations have a lot of priorities, and making a determination not to address the issue is a useful decision. If you score this section below your target threshold, don't do anything. If you are above the threshold scoring, see about build vs. buy in the next sections. Attractive Market? - Have you done your homework on whether this feature, function or offering will sell? Does it fit with who you are as an organization? If you score high here, move on to look at the issue of build vs. buy. Worthwhile to build? If you still have a low score overall, then this might be a good prospect to invest development resources and build internally. This Checklist is designed to guide thinking around what is truly a good fit to build internally. You can use it as a simple guidepost, or create a more advanced scoring and weighting system. Partner/Buy/Build Evaluation Checklist Build or Partner/Buy Address at All? Attractive Market? Worthwhile to build?