Following my years at Vista and Oracle as an Enterprise Sales, from the Breakthrough Opportunity Analysis evaluation process, I built a Business Opportunity Analysis exercise that offers a comprehensive and structured approach to assess software solutions. Here’s the process step-by-step:

Day 1: 1 day + 5 days for research and answers

  1. Define the Purpose, Objectives and Stakeholders
  2. Gather Requirements
  3. Market Research
  4. Evaluation Criteria & Scoring Model

Day 2: half a day, afternoon, with vendor

  1. Proof of Concept (POC)
  2. Risk Assessment

Day 2: Dinner with vendor

Day 2: half a day, morning, with vendor

  1. Demos
  2. Financials

Day 3:

  1. Financial Analysis
  2. Decision Making
  3. Implementation Plan
  4. Monitoring and Evaluation

Adjustments can be made based on the specific needs and context of your organization.