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P. 81
From Conversation To Value Proposition
Market Drivers Drivers
(PEST) Goals
Obstacles
Company Goals / Stakeholder KPIs
(KPI table & exploration) Customer Value
Problems / Challenges Value
(Stakeholder Insight & SWOT Analysis) Proof
Value of Success
(Stakeholder Forecasted ROI)
Value from Partner & Cisco
(Value Hypothesis)
Evidence and Next Steps
(Case Studies & Other Stakeholders)
