A. Ecosystem competitors
B. Primary activities
C. Impact of newest technology features
D. Support processes
E. Financial liabilities
A. Post implementation
B. After the pilot has been successfully conducted
C. After the critical success factors have been agreed
D. After the design has been finalized
A. value propositions
B. primary activities
C. customer segments
D. customer relationships
A. Avoid taking notes, since you can always return for a follow up
B. Actively listen to the customer's comments and effectively take notes
C. End meetings earlier than planned to show a sense of urgency
D. Answer customer questions with details and numbers to convince them you have a good idea about the solution to offer
A. By focusing on business relevance rather than on features, advantages or benefits.
B. By focusing on features rather than on business relevance, advantages or benefits.
C. By focusing on benefits rather than on features, advantages or business relevance.
D. By focusing on advantages rather than on features, business relevance or benefits.
A. Metrics
B. Milestones and responsibilities
C. Critical success factors
D. Key performance indicators
A. Monthly
B. Weekly
C. Bi-annually
D. Quarterly
A. Analyze win rates for the past 10 proposals you made to the company
B. Business Motivation Model
C. Benchmark study
D. Focus group with a team of customer executives
A. Anticipated dates for vendor releases of new product versions
B. Quarterly backup and upgrade schedules for installed hardware or software
C. The business case
D. Opportunities to bundle changes together with other work items on the IT organization's calendar
E. Managing implementation risks
A. can be done without analysis
B. can be built with minimal functionality
C. can be built without requirements
D. can be discarded after testing
