BANT / EVP Format (BANT MKIII)

 Opportunity Notes:
o Overview of conversation – tell a brief story about the customer’s situation, problems,
perceived solutions, and the plan to achieve the desired result.
 Business Issue:
o What is the goal of the project?
o Why are you looking at an MDM solution?
o Ask “why” questions to the power to help identify the overarching priority of the project
 It will usually be categorized into either increasing revenue, reducing cost,
efficiency, customer satisfaction, compliance/regulatory issues, etc.
 Problems
o What are some of the key problems you are facing?
o Do you currently have an MDM in place?
 How has your experience been?
 What is missing from your current solutions?
o Probing Questions, eg. “Another customer of mine in your industry experienced issues
such as X, Y, Z, are you experiencing any of these as well?”
o Are there any other factors playing into these issues that we haven’t already discussed?
 Solutions
o What are some ways that you see to solve these issues?
o Is there anything else that might help?
o What if you were able to ___________, would that be of value? (Provide a sample
solution based on past conversations with customer.)
 Business Value:
o How will you measure the success of this project?
o What are the implications of being able to solve these problems? (Quantifiable: time,
money, etc.)
 Personal Value
o What stake do you have in this project?
o What do you personally have to gain if you are successful in finding a solution?
o What do you need to see to be convinced?
 Power:
o What is your role in the project?
o Who are the additional team members that will be involved in the evaluation &
approval process? (go for contact info & roles if possible)
o Will we be able to include other stakeholders in the next conversation with the account
manager?
 Plan
o What is the priority level of this project for your team?
o When would you ideally like to have a solution deployed?
o What is the next step for your team?
o (Arrange a time for a demo / cadence call with the account manager).
o Is this project a budgeted item? [or]
 Is there a specific cap we should know about in advance?
o What are the other “hoops” we’ll have to jump through once we have ?