Page 66 - CCCS - Multicloud & CloudCenter Sales Bootcamp
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Bi-Modal IT
Mode 1 Mode 2
Marathon Runner Sprinter
Reliability Goal Agility
Price for Performance Value Revenue, brand, customer experience
Waterfall, high-ceremony Approach Agile, Kanban, low-ceremony
Plan-driven, approval-based Governance Emperical, continuous, process-based
Enterprise suppliers, long-term deals Sourcing Small, new vendors, short-term deals
Good at conventional process, projects Talent Good at new and uncertain projects
IT-centric, removed from the customer Culture Business-centric, close to the customer
Long Cycle Times Short
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