Page 85 - BOSC-P Vodafone Apr 2017
P. 85
The Message Flow – Value ‘Hypothesis’
What internal or external drivers are PESTEL Analysis
influencing or affecting your customers’
Drivers (and stakeholder’s) strategy? Analysts Reports
What are your customer’s goals in light of Stakeholder Analysis
these internal or external drivers? Company Website
And what are their KPIs / success
Goals measures? KPI Exercise
Account Research
What obstacles are preventing them or Structured Business Conversation
making it difficult for them to achieve these
goals and KPIs? SWOT Analysis
Challenges
Structured Business Conversation
What tangible or intangible benefits could
they see if you helped them overcome these Known Benefits from Cisco Products
challenges, i.e. what are the business
Value outcomes related to the goals & KPIs?
Case Studies
For whom have you helped solve a similar
problem? And what confirmed benefits/ROI
did they experience?
Proof
