The document outlines a peer deal review, detailing a company's profile, market position, and strategic goals. It analyzes the key business pain points affecting revenue growth and evaluates the qualification criteria for a potential deal, including decision-making processes and strategies for success. Additionally, it provides an action plan for the next steps required to advance the deal and identifies the necessary support and resources.

1. PEER DEAL REVIEW
Name
Account Name
Date
Copyright Swayne Hill, 2012

2. Business Profile
• Company description & basic facts – employees,
revenue, locations, focus, vision
• Top publicly stated strategic goals
• Relative position in their market with respect to
competition
• Health & maturity (e.g. large, slow growth, managed for
operating margins OR small with lots of headroom in an
expanding market, investing for rapid growth)
Copyright Swayne Hill, 2012

3. Deal Summary
• The problem they’re trying to solve
• Why the deal is worth winning
• How we learned about and develop this
lead/opportunity
Copyright Swayne Hill, 2012

4. Map Pain to Requirement
Key Business Requirement
Increase revenue and
invest for growth
Consequential Pain
Can’t expand into new
-Strategic Lack of productivity markets fast enough
Poor sales process gains, losing ground to
-Financial adoption competitors
-Internal Sales leaders relying too heavily on
‘after the fact’ analysis from Ops
Too much manual
effort to reconcile Can not course-correct on
Forecast to Outlook targets in real-time Too much variance in
forecast accuracy
Tactical Pain
Forecasting Can’t compare Can’t roll up a Can’t see change –
-Operational spreadsheets not actual to targets on forecast on our SF week-to-week
connected to SF the same report Role Hierarchy change or trends
Copyright Swayne Hill, 2012

5. Qualification
• Why they will solve the problem
• Why they will solve it in a specific time-frame
• Why they will buy a solution from us
Copyright Swayne Hill, 2012

6. Strategy to Win
• Core strategy, pick one… frontal, flank, defend, etc.
• What’s your competition and how are you neutralizing
• Networking - how are you leveraging the network
around the people involved
• Resources – how are you deploying our own resources
behind your strategy
Copyright Swayne Hill, 2012

7. Current Position
• Sales Stage & key achievements to-date
• What it will take to move the next stage
• Top priority, next actions planned
Copyright Swayne Hill, 2012

8. Influence Map (example)
Influence Jim Smith Degree of Contact
Hi / Med / Low CEO None / Hi / Med / Low
IN: High P: + DC: Low
John Jones Linda Johnson
VP Global Operations EVP WW Sales
Tim Wright
Dir Sales Operations Preference
+/0/-
Copyright Swayne Hill, 2012

9. Decision Process
• What is their buying process?
• Who is in the decision group?
• Are they political or organization issues around this
process/group?
Copyright Swayne Hill, 2012

10. Action Plan
• What’s your next move?
• What help do you need – tech, marketing, product,
exec, etc.?
• What’s your commitment on this deal?
Copyright Swayne Hill, 2012

11. PEER DEAL REVIEW
Name
Account Name
Date
Copyright Swayne Hill, 2012