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Shaping your success with data-driven insights –

Mapping business visions to future needs and usage 3

From Selling IT Architectures To Selling cloud-based Enterprise Architectures & Smart Insights

• Selling infrastructures, applications • Gather valuable data insights and create anonymous or
& services will take you down a customer-aligned use cases for other customers to position

narrow path of what to really

position • Creating value for IT and LoB with usage and performance
insights to further increase ROI along the way

• Selling like this will make you more

or less replicable • Proactively driving customer awareness, customer loyalty and
brand stickiness becomes much easier with great insights and

• It also forces you to reduce pricing use cases (needed when you sell subscriptions)

and minimize margins
• Continuing fully on premises may prevent your customers to:

• Possible up- and cross-selling 1. drive their business innovation & competitive advantage

opportunities are based on prior 2. to get data-driven support from you around adoption and
cost savings usage which will limit you to up-sell and cross-sell

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