Clients

• Who are my potential clients and what are their needs?
  
• How do I position my product so they see it as a compelling solution?
  
• How much might they be willing to pay for it?
  
• Who in the organization makes the buying decision and what is important to him or her?
  
• What barriers to entry might there be and how do I overcome them?
  
• What internal issues might there be inside the targeted companies that I need to overcome?
  
• What are potential clients saying about our product, positioning and pricing?

The Market

• What are the factors driving success in the industry?
  
• Who are the current industry leaders?
  
• How are they positioned and priced?
  
• What accounts for their market leadership?
  
• Where are their strengths and weaknesses?
  
• Who are the emerging players, and how are they priced and positioned?
  
• Who are our company's most visible competitors?
  
• What are the trends within the market, including emerging technologies, developing market needs and marketing tactics?
  
• What is the market potential and what should our positioning be?

Sales

• What are our sales channels and how do we approach and secure them?
  
• Who are our potential strategic partners and how do we approach and secure them?
  
• What should be our sales message so that we indicate to prospective clients our understanding of their needs and the compelling solution we offer?

Risks

• What are the risks and what can we do to neutralize or avoid them?