Page 31 - Cross Architecture Sales Plays

Global Partner Organization

The Discussion Guide: Use With The Customer

• Crisp, clean and simple.

• Anchored in the customer problem.

• Pivots on a small number of powerful insights.

• Insights are well supported by data and illustrations.

• Logical sequence – makes sense as a story.

• Clear, easy actions – sales next steps.

• Easily “re-tellable” document that you can leave with the customer.