Page 6 - BT - How To Sell Cloud Services
P. 6

Roles and Responsibilities









                              Suspect                 Prospect                    Buyer                   Deployment

                                Strategy                                                                 Bus. Value
                                                    Feature, Functionality         Price, Discounts


                                 BDM                                     TDM                                    BDM






                                        IT Sales











                                          ££
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