Page 111 - UCSSW - UCS Sales Workshop

Supporting Student Notes:

• Supporting Point 1: Technology Vendor (focused on Products) does not add value -> Price will be the differentiator

• Supporting Point 2: Solution Vendor focuses on Tactical Needs, it does not holistically address Business needs ->
Value will be the differentiator

• Supporting Point 3: Business Enabler focuses on Business Needs -> Business attributes (incl. ROI) will be the
differentiator