SAPPEALSProcessOverviewAPefomancs$SPEaseofuasNeerber1gs6SosalhecfaovercecLaCustomerSAPPEALSProcessObjectivesToestablishacommonframeworkforunderstandingcustomerandcompetitiveprioritiesthatwilldriveproductdevelopmentThisprocesswillenableustodefineWinningProductsthatdelightourcustomersandincreaseourmarketshare,CustomerSAPPEALSisabusinessprocessthatfocusesonthecustomerscompetitivebuyingdecisionsArneCustomerSAPPEALSisanacronymthatdescribestheeightbasiccriteriainthecustomerscompetitivebuyingdecisions$PicsAoaiabatPacagngPetomanceEoseoruesAssuncsLeeorlcoaSocalinfuencesawca运cenCustomerSAPPEALScategoriesareexaminedfromacustomerperspectiveeomEPenangcrnmeunoreeeompeeconty5cnoe-nongledomsEHRREREMaagneyeoemyrongoaeEeedrueMatennsivesesseorspmee心nnsnintonathowmondodyeseeeneetope5riesheeiseip命Asmuanee2pmacdyeoieepnadleseVnecrvogehomeeeeseonsndUecynecmsehovoersonesaeme,认euisersootnesetenesepvoeedeosenrEachCustomerSAPPEALSFactormustbeconsideredfromtheperspectiveofcustomersinamarketsegmentaeSReaercoiomeryoeusrearonowtensrmceIeaPoheoiconumannannn阮Assouwcesssergmesyopmehnnnenanieyagyadnnnpn0ninaanrewoemeebnannaciheny命朐诊命crhnennireieeeencoonpnpmnnienenennnnnndpogyeeeoneT吴一aepmpmmoonn吴余诊春余水伟沥沥水河阮芸沥皇大交页伟ciaw英荣英皇洁国切尿园林孕仪一命标吴dEidteroreoriooeorenotoreterrewsoruTporoposeoncontnooendheongMhuringvensezoonasccoenngnatEAmueurIEEErseretscosrslzaroyoetsieaoidomeeiinomteonesoeeWenangcazW1sE吴吊许eceBriiceTcnropomtonioneeooinoeyogseoneerengodeneoncernCtnntooioingerntanamcnDetermineWhoTheCustomersAreIntegratorDistributorSales,SupportEndUserISV,VAR,IR一一一一一一一RetracetheEndUsersbuyingdecisiontodeterminealwhoinfluencetheofferingattributesInmanycases正maybeallthreeConductingInterviews:IndividualvsGroupsJnlevewigindividualoustomersiepreferedmetiodofgathernngtevyoiosofthecusomerfhebestin-casscompangssSouce:BestPractossSurvey1994TheeightCustomerSAPPEALSmodel一categoriesareexpandedintofactorsforeach“categoryValidateCustomerBuyingCriteria:CalibratetheAxeswithKeyCriteriaandRelativeValuetotheCustomer5AEoooeaGeEaazR