MPS: Conducting 2nd Analysis

After reviewing your information and numbers from the 1st analysis and defining a MPS solution on certain pain points, it is time complete the 2nd analysis and strengthen the MPS solution you believe might be right for the customer.

The 2nd analysis provides great opportunity to build relationships with the customer that will help you win the MPS deal, make sure you conduct additional interviews and validate the pain points thru user experiences.

Here are some key steps that need to done to have a successful 2nd analysis:

1.  Take configurations pages on all devices. (printers, copiers, faxes)

2.  Confirm inventory of all devices and make sure you know which ones are leased and which ones are owned.

3.  Gather additional information that will validate your MPS solution that you came up with during your pre-strategy meeting (see last blog post).

4.  Interview, Interview, Interview – Customers define VALUE.