Live scorecards for your company.
Company eval scores what decides whether you win: the right buyers, the pain, the strength of the solution, willingness to pay and momentum. Every score carries its evidence and its trend, and the weakest link is named before it costs you.
Selling to the right buyers, with a solution they want. Willingness to pay is still unproven.
Willingness to pay rests on two vague remarks from one account.
Next thing to prove: ask for a number on the next three calls with operations leads.
Know where you really stand, every week.
Whether the people you sell to are the ones who buy.
Krans checks the people you sell to against the people who actually sign, so you see early when the buyers you target are not the ones moving deals forward.
A workaround someone built outweighs a compliment.
Every claim is weighed by what it cost someone to say it, from a passing remark to a signed pilot, so a polite compliment never counts as much as a workaround a customer built.
Every bet labelled by the evidence behind it.
Your plans and positions are labelled by the evidence behind them, backed, guessed or fading, with the conversations that support or undercut each one.
Which of your bets are backed, and which are guesses.
With the options already weighed.
When a decision is due, Krans lays out the options with the evidence for each, so the meeting starts from the same facts instead of the loudest opinion.
Security review stalls every pilot. Move it before the demo.
Your week, with and without Company eval.
The board asks how the company is really doing.
Slide 4 says customers love it, because one of them said so, once.
- ×Scores from gut feeling
- ×Praise counted as proof
- ×The weak link, found late by the market
| Market | Looks good? | |
| Right buyers | We think so | |
| Solution | Customers love it (one said so) | |
| Willingness to pay | TBD | |
| Momentum | Strong, per the last call |