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What internal or external drivers are
influencing or affecting your
Drivers
customer’s overriding objectives?
What are your customer’s goals in
light of these internal or external
Goals
drivers?
What obstacles are preventing them
or making it difficult for them to
Challenges
achieve their goals?
What tangible or intangible benefits
would they see if you helped them
Value
eliminate these obstacles?
For whom have you helped solve a
similar problem? What benefits/ROI
Proof did they see? Which Cisco
proposition were deployed?
