A. likelihood and impact
B. frequency and size
C. impact and readiness
D. impact and time
A. Recruitment and training of management team
B. Co-hosting in the public cloud
C. Purchase of hardware
D. Installation and configuration
E. Software maintenance and support
A. Ensure each assumption about a business benefit clearly ties with a single IT capability.
B. Identify the data or decisions which could raise the likelihood that the statement comes true.
C. Identify only those items which relate to the first phase of an implementation.
D. Be comfortable proposing a solution with any level of risk, since you can cover potential downside with an assumption.
A. increased quality of service for managers
B. better quality management decision-making
C. availability of end-user support
D. standardized tools and processes
A. In order for them to share relevant information with you
B. In order to make them like you
C. In order for them to listen to your proposals
D. In order to maximize the revenue you can get from the relationship
E. In order to make the sales process easier
A. Business requirements are complex
B. A culture that embraces change
C. Benefits are hard to understand
D. Tangible and well defined benefits
A. Optimization and economy of scale
B. Reduction of risk and uncertainty
C. Diversification into niche markets
D. Versatility and innovation
A. A sales rep for one of the Channel Partner's competitors
B. An IT architect working at a software company that markets solutions bundled with the Channel Partner's offerings
C. The customer's lead procurement official
D. A government regulatory official familiar with the customer
A. Bring sales opportunities earlier into the customer business roadmap, to avoid risks from possible budget cuts
B. Use various techniques to add value through the discovery process
C. Increase revenue and profit, by bundling services instead of using customer staff for implementation work
D. Ensure that requirements gathering takes the smallest possible resource and time
A. Describe the benefits of Cisco's approach to customer support
B. Ask informational questions about industry trends
C. Demonstrate awareness and interest in learning more about the company's priorities and published financials
D. Talk a lot about your product's new features
