Page 86 - BOSC-P Vodafone
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The Message Flow – Value ‘Hypothesis’
What internal or external drivers are PESTLE Analysis
influencing or affecting your customers’
Drivers (and stakeholder’s) overriding objectives Analysts Reports
and strategy?
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 Known Benefits from Vodafone
they see if you helped them overcome these Solutions
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
