Andrew validates MAS decision reality, technical-commercial blockers and the buyer route. The output should expose where Max Connect can enter without over-claiming.
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Prioritise MAS blockers, platform dependencies and implementation risk.
Capture buyer, partner and IBM route dynamics.
Pressure-test the proof needed for a credible technical-commercial offer.
Set the evidence standard before the call becomes opinion.
1. Name the strongest Max Connect thesis in one sentence.
2. Name the weakest assumption in the current pack.
3. Separate what you know from lived work, what you infer, and what is still hearsay.
4. List the source files, call notes or contacts that prove each strong claim.
Account truth
02
Relationship map
The interview must produce names, not segments.
1. Name every Maximo or EAM estate you can reach directly or through a trusted introducer.
2. For each account, record sector, Maximo estate shape, current partner, senior sponsor, and relationship owner.
3. Mark the path: direct, warm intro, partner route, event route, or no route.
4. Rank the top five accounts by reachability and likely MAS urgency.
5. Name the first three accounts that deserve a discovery conversation in the next 30 days.
Pain truth
03
MAS pressure points
Turn generic MAS pain into account-specific blockers.
1. Identify the live blocker for each account: OpenShift, AppPoints, integrations, data, mobile, reporting, skills, downtime risk, or programme ownership.
2. Capture the exact customer language used for each blocker.
3. Record what has already been tried and why it failed or stalled.
4. Separate urgent pain from educational interest.
5. Name any accounts that have delayed, descoped or restarted MAS work.
Buyer truth
04
Buying committee
A paid wedge needs a budget owner and a risk owner.
1. Map the decision roles: asset leader, CIO or IT owner, operations owner, finance, procurement, security, current SI, IBM contact.
2. Name who feels operational pain, who owns platform risk, who signs budget, and who can block a change.
3. Identify the budget line: advisory, migration programme, support, training, licensing review, or transformation work.
4. Name the evidence required for the buyer to approve a first paid conversation.
5. Record the procurement path and any preferred supplier constraints.
Product truth
05
First paid wedge
Force the offer choice before V2 adds polish.
1. Choose the most credible first offer: MAS Routefinder, AppPoints review, OpenShift readiness map, integration risk review, partner selection, training plan, or managed support audit.
2. Define the deliverable in plain terms: what the buyer gets, how long it takes, and what decision it enables.
3. Name the price band that feels credible for the first conversation.
4. Name the proof needed before Max Connect can sell it.
5. Name the work Max Connect must not claim yet.
Market truth
06
Competitive and partner reality
Positioning only works if the current alternatives are named.
1. Name the incumbent SI, IBM route, reseller, independent consultant or internal team already influencing each account.
2. Record what those alternatives do well and where buyers still feel exposed.
3. Identify any partner conflict Max Connect must avoid.
4. Name the partner routes that make Max Connect more credible, not less.
5. Capture examples where buyers wanted independent advice before committing to delivery.
Proof truth
07
Proof pack
Evidence must leave the call as files, quotes and named follow-ups.
1. List every source file that should enter Notebook: decks, plans, RFPs, pricing notes, call notes, event lists, screenshots, diagrams, workshop outputs.
2. Mark each source as primary, partner-supplied, public research, or anecdote.
3. Capture direct quotes that should become callout text.
4. Name proof assets Max Connect can create fast: checklist, account map, cost model, route map, briefing note, workshop agenda.
5. Assign a follow-up owner and date for every missing proof item.
Access truth
08
Channel test
Warm access beats cold positioning.
1. Name events, groups, forums, partner lists and LinkedIn routes that reach Maximo buyers without cold selling.
2. Identify who controls each route and what permission is needed.
3. Rank each route by speed to first credible conversation.
4. Name content that would earn the conversation: checklist, teardown, explainer, benchmark, buyer briefing, or migration clinic.
5. Pick one channel test to run first.
Close
09
V2 decision log
End the call with decisions the pack can use.
1. Promote, demote or kill each major V1 assumption.
2. Name the first wedge for V2.
3. Name the first three account conversations.
4. Name the exact proof still missing before outreach.
5. Record one sentence Max Connect should never say until evidence lands.
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What good looks like
Every question has an answer, even if the answer is “unknown”.
Every strong answer names the supporting doc, source link, screenshot, account note or proof.
Five named accounts or a clear reason the account list is not ready.
Three account conversations ranked by reachability.
One first-offer recommendation with proof gaps.
Submission boundary
This is a static workbook. It saves to this browser only and does not sync across devices. Use Copy response or Download Markdown, then put the Markdown and source files into the Max Connect Discovery shared Drive folders. Files described here are evidence references until they are uploaded to Drive and absorbed into atoms.
