Page 88 - BOSC-P (2019) - Business Outcome Selling - 2 days
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From Conversation To Value Proposition
Market Drivers
(PEST)
Drivers
Company Goals / Stakeholder KPIs
(KPI table & exploration)
Goals
Problems / Challenges
(Stakeholder Insight & SWOT Analysis)
Obstacles
Value of Success
(Stakeholder Forecasted ROI)
Customer Value
Value from Partner & Cisco Val
Valueue
(Value Hypothesis)
Evidence and Next Steps
(Case Studies & Other Stakeholders) Proof
