Layer,Question / field,Your finding,Evidence source and date,Status: hypothesis / supported / contradicted,Unknown or next check,Decision changed,Owner / review trigger
Scope,Offer and buying decision,,,,,,
ICP,Problem and use case,,,,,,
ICP,Required organizational conditions,,,,,,
ICP,Technical / implementation conditions,,,,,,
ICP,Resources and accountable owner,,,,,,
ICP,Cost to serve and relationship viability,,,,,,
ICP,Exclusions and reason behind each criterion,,,,,,
Readiness,Trigger / active project: keep separate from fit,,,,,,
Buying insight,Actual trigger and previous approach,,,,,,
Buying insight,Outcome and decision criteria,,,,,,
Buying insight,Alternatives including status quo,,,,,,
Buying insight,Barriers and required evidence,,,,,,
Buying group,Actual participants and approval dependencies,,,,,,
Content,Account condition / reader decision / evidence,,,,,,
Validation,Contradictions and missing perspectives,,,,,,
Activation,CRM rule / brief / sales conversation changed,,,,,,
Maintenance,Outcome review and update trigger,,,,,,
HYPOTHETICAL EXAMPLE,ICP condition,Supported CRM and named operations owner,Illustration only; no customer evidence,hypothesis,Check actual implementation requirements,Investigate before targeting,
HYPOTHETICAL EXAMPLE,Buying decision,Operations needs to assess exception handling,Illustration only; no customer evidence,hypothesis,Interview recent buying participants,Draft routing explanation after validation,