SEs Gathering Non Functional Requirements

So you have your prospect's business process flows captured, test data uploaded, key business drivers documented...So you should be ready to go into demo prep phase, RIGHT?...Well, almost...don't forget asking your prospect about the non-functional side of the business. Most software Sales Engineers know that we should be asking all of the 'ability' questions, but often we forget, and sometimes these areas tie back tighter to the executive's key business requirements.

You know the ones I am talking about, like: availability, scalability, reliability, security, etc...

Knowing your companies strengthens in these areas can allow you to plant effective traps for your competition, even if they have a stronger point-solution than yours!!! The SE who you are competiting with at the well-known competitor will probably forget to do so. Give it a shot!!!