A. reduced travel costs
B. maximized efficiency of existing data center systems.
C. more effective collaboration with employees and field managers.
D. LAN like performance across the WAN
E. consistency that is maintained across channels and customer touch points.
A. Preliminary solution aligned to business issue.
B. Customer approves solution design.
C. Define customer business issue.
D. Customer budget enquiry.
A. Senior Leadership
B. Sales
C. Finance
D. Customer Services
A. 1 - 2 years
B. 3 - 5 years
C. 1 - 3 months
D. 1 - 6 months
A. to give the project sponsor a basis to support additional funding for deployment on a larger scale
B. to have a basis for the project manager's performance rating
C. so that everyone has common understanding of problems that are likely to occur with the first release
D. to have a consistent basis for judging the effectiveness of a solution
A. Gain customer approval of the solution design.
B. Inquire about the customer budget
D. Align the preliminary solution aligned to business issue.
A. Increase revenue and margins.
B. Financial resources are distributed across functional areas.
C. Difficulty to determine NPV.
D. Long term and cycles for deployment and adoption.
E. Cost efficiencies and reductions.
A. Establishes the sales professional in a trusted advisor role with the customers.
B. Establishes the sales professional in a consultative selling role with the customers.
C. Provides an opportunity for the sales professional to understand customer use cases.
D. Provides additional opportunities for the sales professional to sell more products.
A. They are defined to reduce the risk that the customer is unhappy with solution benefits.
B. They should reflect factors or activities that are not yet known, but require some estimate or basis to develop a credible business case.
C. They reflect best case situations for obtaining the highest level of benefit.
D. They should be validated only with the IT representatives, not with business unit personnel.
A. Initiate discussions on further opportunities for utilizing technology to generate strategic or operational business outcomes.
B. Identify business, operational and technology innovation outcomes and tracking
C. Demonstrate the latest technology innovations to business stakeholders.
D. Validate achievement of outcomes with the customer.
E. Review previous case studies with the customer to show potential value from the proposed technology initiative.
