Page 50 - BT-CSW
P. 50
Senior Stakeholders
• "Transformational pitches" require that you need to go as high as you can.
• Business owners are focused on Apps, not underlying infra
• "Accountants are moving into Cost Transformation" projects
• "Don't be scared to have the conversation yourself and don't be just a front door"
• If you pass through an expert you lose control of the deal, the commercials and the opportunity to
drive
• Have IT on board, they need support with finance.
• We can go to the business through IT, on behalf of IT or in parallel
