HERO: Highly Empowered Revenue Opportunity
"I am considering you!"
Transforming interest into active evaluation - where potential customers seriously consider your solution as their chosen path forward.
Core Definition of HERO Stage
Pivotal Moment
The HERO stage represents a pivotal moment in the customer journey where interest transforms into active evaluation.
Serious Consideration
This is where potential customers move beyond initial curiosity to seriously consider your solution as their chosen path forward.
Careful Examination
Like an architect reviewing final plans before construction begins, HERO stage prospects are carefully examining how your solution will fit into their future.
Human Experience in HERO Stage
Active Evaluation
The HERO stage embodies the declaration "I am considering options!" This isn't just casual browsing or preliminary research - it's active, engaged evaluation with real intent.
Meaningful Interactions
We see this manifest through meaningful interactions that demonstrate serious consideration and investment in the decision process.
Shifted Mindset
The mindset has shifted from learning about possibilities to imagining specific outcomes.
Visualizing Implementation
Like a homebuyer who has moved from browsing listings to scheduling second viewings and bringing in contractors, HERO stage prospects are investing significant time and energy in evaluating your solution. They're not just gathering information - they're actively visualizing implementation and success.
Key Experience Indicators
Detailed Questions
Questions about implementation and integration
Technical Teams
Technical teams actively involved in evaluation
Budget Conversations
Budget conversations becoming specific and actionable
Timeline Discussions
Timeline discussions focusing on "when" rather than "if"
Multiple Stakeholders
Multiple stakeholders engaged in the evaluation process
Value Creation Patterns
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Value Crystallization
HERO stage as a value crystallization point
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Concrete Plans
Theoretical value propositions transform into concrete plans
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Mutual Value Creation
Creates value for both prospect and organization
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Deep Understanding
Develops deep understanding of needs and success requirements
Think of the HERO stage as a value crystallization point, where previously scattered interests and needs begin forming into clear, actionable opportunities. This is where theoretical value propositions transform into concrete plans for implementation and success.
The magic of this stage lies in how it creates value simultaneously for both the prospect and your organization. While the prospect gains clarity and confidence about their potential solution, your team develops deep understanding of their needs and success requirements. It's like a bridge being built from both shores simultaneously, each side contributing to a strong connection.
Critical Value Elements
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Detailed Needs Assessment
Detailed needs assessment and solution mapping
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Success Criteria
Clear success criteria and measurement frameworks
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Resource Planning
Resource planning and allocation discussions
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Risk Management
Risk identification and mitigation strategies
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Value Quantification
Value quantification and ROI modeling
Data Signatures in HERO Stage
Distinctive Patterns
The HERO stage has one of the most distinctive data signatures in the customer journey. Like a doctor reading multiple vital signs to assess health, we can observe specific patterns across various objects and interactions that indicate HERO stage engagement.
Rich Tapestry
These signatures manifest through a rich tapestry of system interactions, each adding depth to our understanding of the opportunity. It's not just about individual data points - it's about the comprehensive pattern they create together.
Observable Patterns
High-Value Content Engagement
High-value content engagement focused on implementation and specifics
Multiple Stakeholder Contacts
Multiple stakeholder contacts created and engaged
Technical Documentation Requests
Technical documentation and specification requests
Detailed Quote Configurations
Detailed quote configurations and revisions
Increasing Interaction Depth
Increasing frequency and depth of interactions
Technical Infrastructure
Mission Control Center
The technical foundation supporting the HERO stage resembles a sophisticated mission control center, where multiple systems and processes come together to enable complex decision-making and relationship development.
Deal Object
Central to this infrastructure is the Deal object, but its power comes from rich connections to other objects that capture the full scope of evaluation and decision-making activity.
Interconnected System
This interconnected system enables both detailed tracking and proactive enablement of the evaluation process.
Key Technical Elements
Deal Object
Deal object with advanced pipeline tracking
Quote Management
Quote and Line Item management for configuration
Pre-sale Deliverables
Pre-sale Deliverable tracking for evaluation activities
Relationship Mapping
Multi-contact relationship mapping
Advanced Automation
Advanced automation for stakeholder engagement
Progression Indicators
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Natural Progression
The journey through the HERO stage follows a natural progression that, when properly supported, leads to confident decision-making. Like watching a photograph develop, we can observe the gradual emergence of clear signs indicating readiness for the next stage.
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Right Support at the Right Time
Understanding these progression indicators helps teams provide the right support at the right time, neither rushing nor delaying the natural decision process.
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Enabling Genuine Readiness
It's about recognizing and enabling genuine readiness for commitment.
Critical Progression Indicators
Technical Evaluation
Technical evaluation milestones completed
Budget and Authority
Budget and authority confirmed
Implementation Planning
Implementation planning initiated
Success Criteria
Success criteria clearly defined
Stakeholder Consensus
Stakeholder consensus building
Concrete Timeline
Timeline becoming concrete
Implementation Guidelines
Balancing Act
Successfully supporting the HERO stage requires a delicate balance between enabling thorough evaluation and maintaining momentum toward decision. Think of it as guiding a complex orchestra - each section needs attention and coordination, but the overall piece must move forward harmoniously.
Supportive Environment
The key is creating a supportive environment that enables confident decision-making while respecting the natural rhythm of the evaluation process. Like a skilled conductor, your role is to ensure all elements work together toward a successful conclusion.
Best Practices
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Clear Evaluation Milestones
Establish clear evaluation milestones and success criteria
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Stakeholder Collaboration
Enable efficient stakeholder collaboration
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Proactive Support
Provide proactive technical and business support
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Maintain Momentum
Maintain momentum through structured engagement
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Document Decisions
Document decisions and commitments clearly
Common Pitfalls to Avoid
Rushing Evaluation
Rushing technical evaluation
Neglecting Stakeholders
Neglecting stakeholder concerns
Losing Momentum
Losing momentum through delays
Missing Criteria
Missing key decision criteria
Inadequate Planning
Inadequate success planning