Quick Reference: MAP, ROI, and Champion Signals
Recognize the signals that a value case, business case, and champion path are truly forming.
MAP What should a live MAP contain? Which signal shows a stronger champion? Real champions prepare to carry the case internally. What is the simplest test for whether your business case is still too soft? Ask whether each major claim is tagged as measured, directional, or unproven. If every line looks equally certain, the model is probably overstated. What is one warning sign that a deal is feature-led instead of value-led? The buyer can describe your product in detail but cannot describe the cost of staying with the current process. That means the business reason to change is still underbuilt.
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