CustomerSAPPEALSProcessObjectivesToestablishacommonframeworkforunderstandingcustomerandcompetitiveprioritiesthatwilldriveproductdevelopmentThisprocesswillenableustodefineWinningProductsthatdelightourcustomersandincreaseourmarketshare,CustomerSAPPEALSisabusinessprocessthatfocusesonthecustomerscompetitivebuyingdecisionsArnEe“心CustomerSAPPEALSisanacronymthatdescribestheeightbasiccriteriainthecustomerscompetitivebuyingdecisions$PicsAoaiabatPacagngPetomanceEoseorussAesuenessLieoecostsSocalinfuencesAEeaEenCustomerSAPPEALScategoriesareexaminedfromacustomerperspectiveeomE吊enangernmeunoreeeompeecooty5cnooe-rongiedomsEHRHEREIctnaeoeiagneieyewemyronggoaeEeedrueMstcnnsivesesseorspmee心rnsnintonathowmondoasereeenetope5rieateheseanAsmuaneepmesdyeewieepoadleseWssnvceseondUecynecmseIvoevsonesaeee,诊WeuisersootneseotmnesepuosedeesenrEachCustomerSAPPEALSFactormustbeconsideredfromtheperspectiveofcustomersinamarketsegmentEeSReaerEsrmcesnropnetiepesersmoesonetopoylnpoiecieeereaPohooiconeuannn阮Assouwcesssoromesyopmennnemanieayydnnenpn0ninannrewonmeezooomemeemmmourrumnannacinny命朐诊命creinennnreieenenPnnppemnnenienenenrnnnnndpoeyeeeeeoneIEdn余engdEdcroteoriooerenotorterreusoruTporoposeoncontnooendheongWhunringvenezoonasccoengnatEAmueurIEEEzseretscosrslcaroyoetsieaidomeeinomteioneoloeeWenangasni吊许scegriiceTcoeropostonioneeooinaeyogseoneerengodeneoncernCtnntooiooingerntanamca携8粥料网(http:/omtmshucn)专业提供传培泊料DetermineWhoTheCustomersAreIntegratorDistributorSales,SupportEndUserISV,VAR,IRRetracetheEndUsersbuyingdecisiontodeterminealwhoinfluencetheofferingatributesInmanycases正maybeallthreeConductingInterviews:IndividualvsGroupsJnlevewigindividualoustomersihepreferedmetiodofgathernngtevyoiosofthecusomerifhebestin-casscompangssSouce:BestPractossSurvey1994TheeightCustomerSAPPEALSmodel一categoriesareexpandedintofactorsforeach“categoryValidateCustomerBuyingCriteria:CalibratetheAxeswithKeyCriteriaandRelativeValuetotheCustomerEoooeoespeAnEoooeoesgmcaEeEaazR5EEsmzn8Rateyouroffering(s)againstonetothreekeycompetitorsPefomgsparabssagainatargeledconpstioninaltheaghtcegonesmaosee10=AbsoleesaPosstessaysseeCompetorX8=Oneorp27Pantywthtop3565=TprcalgoadforematetplacsAeceptatleemasMotaecepateto2535XbueeUnacepttlemosEdemaynghlenalodissatslcion=TelynadsquotEEeeaone