Does the customer have significant current or potential spend?

Is the customer financially sound?

Does the customer face external pressures to change,
such as new industry regulations or loss of market position?

Are there internal pressures to change,
such as new management or a rethinking of strategic direction?

Is there organization-wide discontent with the status quo?

Does the current supplier fall short of expectations?

Is the customer unhappy with existing workarounds?

Do internal stakeholders frequently share best practices?

Do they attend conferences and other learning events?

Do leaders look to the broader organization for ideas?

Do stakeholders engage in constructive dialogue when their assumptions are challenged?

Do they seek to continue conversations about industry benchmarks and trends?

Is there at least one confirmed "Mobilizer" in the company?