Page 48 - BOSC-P (2019) - Business Outcome Selling - 2 days
P. 48

Primary Decision Making / Buying Unit






                                                Technical         Will it be compatible with existing & future
                                                 Decision         architecture & systems?
                                                  Maker






                        The

                   Decision                          Functional          Will it deliver my critical business

                     Making                           Decision           outcomes / KPIs?
                                                        Maker
                        Unit







                                                Financial
                                                Decision          Does it fit within our budget & are we
                                                 Maker            getting the best deal?
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