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Answer Posted / jellybean19
P-Matrix is not the same as a Pen-Test.
P-Matrix is (re: Technology Accounts) understanding a
prospect's inner-workings, to understand where you would
probe for interest (in your product/offering). Basically a
list of their technologies.
For Example, they have apples, sugar and dough, let's focus
our sales then around a pie pan, pie knife or pie display.
The term is often confused with a contact list (the
thinking being - we can penetrate "whom" rather than where.)
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