Page 15 - Telstra Product Training

The Message Flow – Value ‘Hypothesis’

What internal or external drivers are
influencing or affecting your PESTEL Analysis
Drivers customers’ (and stakeholder’s) Analysts Reports
strategy?

What are your customer’s goals in Stakeholder Analysis
light of these internal or external Company Website
drivers?
Goals And what are their KPIs / success KPI Exercise
measures?
Account Research
What obstacles are preventing them
or making it difficult for them to Structured Business Conversation
achieve these goals and KPIs? SWOT Analysis
Challenges

What tangible or intangible benefits Structured Business Conversation
could they see if you helped them Known Benefits from Cisco Products
overcome these challenges, i.e. what
Value are the business outcomes related to
the goals & KPIs?

Case Studies
For whom have you helped solve a
similar problem? And what confirmed
benefits/ROI did they experience?
Proof

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