Page 57 - BOSC-1 day
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Preparation Template
Drivers What internal or external drivers are
influencing or affecting your
Customer's overriding objectives?
Goals What are your Customer's goals in
light of these internal or external
drivers?
Problem What obstacles are preventing them
or making it difficult for them to
achieve their goals?
Value What tangible or intangible benefits
would they see if you helped them
eliminate these obstacles?
Proof For whom have you helped solve a
similar problem? What concrete
benefits/ROI did they see? Which
Cisco proposition were deployed?
