Decision Maker Analysis Matrix

1. Decision Maker Analysis Matrix Key Influencers Decision SupportersHigh John Smith, Sales Rep Rick Davis, I/T Manager Tina Johnson, Dir. Marketing Wendy Tam, Project Manager Sally James, VP Sales Buy In Size of Bubble = Level of Support Jim Shepard, CIO Decision Maker 13 Decision Maker 12 Decision Maker 8 Decision Maker 16 Decision Maker 9 Decision Maker 14 Tom Stewart, HR Manager Decision Maker 15 Decision Maker 11 Decision Maker 10Low Low Threats Sales Risks Low High Influence Level

2. Decision Maker Analysis MatrixInstructions1. Based on your assessment of the activity or project, assign an overall weight to the following conditions (this should add to 100%): A - Decision Makers Interest in the Project 30% B - Decision Makers Power in the Decision Making Process 70% 100%2. Click on the "Decision Maker Analysis" tab and identify each key Decision Maker by name and title.3. Classify the type of Decision Maker.4. Identify the Decision Makers Influence Level by selecting: A - Individual Decision Maker interest in the activity or project (Scale of 1-10). B - Individual Decision Maker power in the decision making process (Scale of 1-10).5. Enter the Decision Makers current level of support for the Activity or Project (High, Moderate, Low).6. Indicate the amount of flexibility of their current decision state by selecting the appropriate percentage of flexibility.7. Based on the Decision Makers "Support Quotient", list action items and key success factors that will earn or maintain buy in.8. Click on the "Decision Maker Analysis Map" tab and identify the Decision Makers that are considered "Project Risks." Decision Maker Analysis MatrixInstructions1. Based on your assessment of the activity or project, assign an overall weight to the following conditions (this should add to 100%): A - Decision Makers Interest in the Project 30% B - Decision Makers Power in the Decision Making Process 70% 100%2. Click on the "Decision Maker Analysis" tab and identify each key Decision Maker by name and title.3. Classify the type of Decision Maker.4. Identify the Decision Makers Influence Level by selecting: A - Individual Decision Maker interest in the activity or project (Scale of 1-10). B - Individual Decision Maker power in the decision making process (Scale of 1-10).5. Enter the Decision Makers current level of support for the Activity or Project (High, Moderate, Low).6. Indicate the amount of flexibility of their current decision state by selecting the appropriate percentage of flexibility.7. Based on the Decision Makers "Support Quotient", list action items and key success factors that will earn or maintain buy in.8. Click on the "Decision Maker Analysis Map" tab and identify the Decision Makers that are considered "Project Risks."

3. 9. Develop a mitigation strategy to earn the support of "Project Risks." 9. Develop a mitigation strategy to earn the support of "Project Risks."

4. Decision Maker Analysis MatrixProduct: Sale of Product ABC Influence Level Buy In Support Quotient Decision Maker Role Type Interest Power X YCurrent Support Flexibility Influence x Buy In Action Items & Key Success Factors John Smith, VP Marketing End User 8 4 High 90% 7.45 Develop into a "Power User" to promote adoption rates among other users Sally James, VP Sales Executive Influencer 7 8 High 50% 8.10 Provide ROI Calculator to show Board Jim Shepard, CIO Technical Buyer 6 9 Moderate 70% 6.85 Reassure with Data Security features Tina Johnson, Dir. Marketing End User 7 5 High 70% 7.35 Demonstrate marketing functionality Tom Stewart, HR Manager Executive Influencer 2 3 Low 30% 2.15 Educate on how CRM links KPIs to reviews Rick Davis, I/T Manager Technical Influencer 9 6 High 90% 8.30 Have Rick influence Jim Shepard on benefits Wendy Tam, Project Manager Project Team 1 1 High 60% 4.90 Provide Project Plan and other tools Decision Maker 8 Technical Buyer 1 1 Low 60% 1.75 Decision Maker 9 Technical Buyer 1 9 Low 60% 4.55 Decision Maker 10 Technical Buyer 1 1 Low 10% 1.00 Decision Maker 11 Technical Buyer 1 1 Low 20% 1.15 Decision Maker 12 Technical Buyer 1 1 Low 70% 1.90 Decision Maker 13 Technical Buyer 1 1 Low 80% 2.05 Decision Maker 14 Technical Buyer 1 6 Low 40% 3.20 Decision Maker 15 Technical Buyer 1 5 Low 30% 2.70 Decision Maker 16 Technical Buyer 1 4 Low 60% 2.80 Decision Maker Analysis MatrixProduct: Sale of Product ABC Influence Level Buy In Support Quotient Decision Maker Role Type Interest Power X YCurrent Support Flexibility Influence x Buy In Action Items & Key Success Factors John Smith, VP Marketing End User 8 4 High 90% 7.45 Develop into a "Power User" to promote adoption rates among other users Sally James, VP Sales Executive Influencer 7 8 High 50% 8.10 Provide ROI Calculator to show Board Jim Shepard, CIO Technical Buyer 6 9 Moderate 70% 6.85 Reassure with Data Security features Tina Johnson, Dir. Marketing End User 7 5 High 70% 7.35 Demonstrate marketing functionality Tom Stewart, HR Manager Executive Influencer 2 3 Low 30% 2.15 Educate on how CRM links KPIs to reviews Rick Davis, I/T Manager Technical Influencer 9 6 High 90% 8.30 Have Rick influence Jim Shepard on benefits Wendy Tam, Project Manager Project Team 1 1 High 60% 4.90 Provide Project Plan and other tools Decision Maker 8 Technical Buyer 1 1 Low 60% 1.75 Decision Maker 9 Technical Buyer 1 9 Low 60% 4.55 Decision Maker 10 Technical Buyer 1 1 Low 10% 1.00 Decision Maker 11 Technical Buyer 1 1 Low 20% 1.15 Decision Maker 12 Technical Buyer 1 1 Low 70% 1.90 Decision Maker 13 Technical Buyer 1 1 Low 80% 2.05 Decision Maker 14 Technical Buyer 1 6 Low 40% 3.20 Decision Maker 15 Technical Buyer 1 5 Low 30% 2.70 Decision Maker 16 Technical Buyer 1 4 Low 60% 2.80