SPICED Analysis

SPICED for IT sales preparation

SPICED gives account preparation five areas: Situation, Pain, Impact, Critical Event and Decision. Queast uses this structure in company analysis to help IT-services sellers bring specific topics into discovery.

Explore the five areas

The SPICED framework

Five areas, five different questions

Each area answers a different question about the account. The examples below are prompts for a discovery conversation.

SPICED by Winning by Design

S — Situation The customer's current setup, priorities and work under way. Example question: “Which teams and systems are involved in this change?”
P — Pain The problem or obstacle the customer is experiencing. Example question: “Where is the current setup making delivery difficult?”
I — Impact The consequences of the problem and the improvement the customer wants. Example question: “What would improve for the teams affected if this were resolved?”
CE — Critical Event The milestone or deadline that makes timing matter. Example question: “Is there a launch, renewal or other milestone that sets the deadline?”
D — Decision The people, criteria and process involved in choosing a solution. Example question: “Who needs to evaluate the work, and what will they use to decide?”

SPICED in Queast

Company analysis starts the preparation

Queast turns available company context into preparation for an IT conversation, including a possible discussion angle and likely people or roles to approach. The conversation establishes the customer's actual priorities, consequences, timing and decision process; the brief is a starting point for that work.

See company analysis in Queast

Next step

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