Determination

Percent of Total Target Population

Definition

M1  (Lead)

40%

Requires an established initiative in place with vendor selection in 1-12 months.  Budget must be in line with solution cost.  Dialogue will be established with as many decision-makers as possible.  Dialogue must define customer objectives, business pain, decision-makers, current systems in place, etc.  Decision-maker(s) must be motivated to review introductory material from client and commit to a follow-up telephone call from a field sales representative.  Where possible, Primary Point will schedule a follow-up teleconference.

M2  (Lead)

20%

Requires strong interest and significant business pain.  Dialogue must define customer objectives, business pain, decision-makers, current systems in place, etc.  Decision-maker must be motivated to review introductory material from client and commit to a follow-up telephone call from a field sales representative.  Will also include future leads.

M3  (Non-Lead with follow-up required)

30%

Decision-maker has voluntarily and independently requested introductory materials for future reference, or in an effort to learn more about the service\ solution, or has requested telephone follow-up at a later date.  Data on existing capability gaps, systems in place, and future initiatives and planning will be gathered.  Decision-maker may, or may not, request telephone follow-up.

M4 (Non-Lead with no follow-up)

10%

Profiling data and information on existing capability gaps, systems in place, and future initiatives and planning will be gathered, where possible.  Key decision-makers names provided along with dialogue narratives.

M5  (Inferred Non-lead)

0%

Definitive dialogue could not be conducted.  Multiple messages left with relevant decision-makers.  Presumed to be a Non-Lead.