Page 41 - How to Sell Cloud Services for Resellers - HSCR
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How does this change our engagement?

Need                                                                  Earlier Engagement
          Research                                                    involving BDM and LOBs

                    Specifi-                                                    Different engagement
                    cation                                                      Opex versus Capex thinking

                                 Budget
                                Approval

                                              Request
                                                  for

                                              Proposal

                                                           Evaluate/
                                                              Select

                                                                        Sign
                                                                      Contract
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