← Field Ready by Jason Landers
POV Health Check
8 questions about your active evaluation. Get an instant read on what's working, what's at risk, and the one thing worth addressing this week.
Why this tool is built the way it is
The champion question carries the most weight.
No other factor compensates for a missing champion. A technically perfect POV with a satisfied engineering team still dies if nobody is fighting for it internally. You need to know who wants you to win and whether they have the standing to say so when you're not in the room.
Who wrote the criteria matters as much as what the criteria say.
Customers defend what they helped create. Criteria the SE handed them get evaluated with distance. This tool asks whether criteria were co-created because the answer changes what the results conversation sounds like. "We believe we demonstrated this" hits differently than "you agreed this was the bar."
Every risk comes with something to do this week.
A score with no next step is just a grade. POV problems compound quickly -- a risk that's addressable in week two is usually unrecoverable by week five. The actions in this tool are framed with that urgency on purpose.
Seven days of silence is early warning, not confirmation.
Most SEs notice a deal going quiet about two weeks after they should have. By then the customer has often reached an informal conclusion. The 7-day question is here because silence at week two is still fixable. At week four it usually isn't.
Ask whether both sides agree on what done looks like.
"The trial ends" is not a definition of done. A real one names the meeting, the attendees, the person making the call, and what happens next. Without it, the evaluation ends whenever the customer decides -- which is almost never the moment the SE wants.