P6 © vs ADAPT Research

Originally created by Simon Tate, the patent pending P6 "Risk Lens" is the world's only Risk Management Methodology (RMM), designed to help Professional B2B Sales people identify 6 areas of risk in high value B2B sales pursuits. P6 was the result of a 2 year research project, backtesting 10,000 sales opportunities exploring why deals were lost or constantly slipped from the original close date. The results identified 6 areas of risk, divided into 3 logical pairs, that if managed, could help Salespeople improve forecast accuracy, complete deal reviews in less than 5 minutes and help manage internal stakeholder expectations, without the need for labour intensive deal clinics or the use of onerous CRM disciplines. P6 was developed for Sales People, to make them more productive, to win more deals and in a predictable manner by focussing on the unique theme of "Risk Management". The concept of 'Risk Off' or 'Risk On' became the standard narrative of sales people using P6 to represent week on week changes in the risk profiling of critical sales opportunities. Feedback from users of the methodology, taught by licensed trainers in a classroom environment, talks to forecast accuracy improving to 96% and win rates improving by 50%. The P6 App aims to compliment the classroom or e-learning training, by allowing Sales People to change the risk profile on their deals at any time on their mobile device, by using simple drag and drop. Users can notify their stakeholders about the change in risk to key deals and seek their input (invite them) to challenge the risk. The concentration of risk therefore becomes the focus of the sales team, moving a deal forward by taking 'Risk Off' in any of the 6 areas. The P6 app allows users to add voice commentary to a deal. The process of using P6 is designed to mimic the real life interactions of a Sales Person and a Sales Leader by being able to do a deal review in 5 minutes, at the pub or at a cafe, in real time, with no typing, no CRM and no spreadsheets !

Australia’s #1 source of local market insights, fact-based research & industry data for technology leaders ADAPT’s Research & Advisory platform provides a trusted source of local knowledge and tools to help leaders make more confident strategic decisions. Our dedication to local-first insights means you gain access to unrivalled Australian research, data and peer case studies covering the most pressing topics for modern executives. With the Research & Advisory platform, empower you and your team to: • Harness the collective intelligence of Australia’s executive community • Build robust business cases with ADAPT proprietary data • Make confident decisions backed by local data • Access unique local Australian case studies Because big decisions require deep local data and a strong network.