Page 21 - BOSC - 1 day

Outcome-based Value Prop

Drivers • Network services and hosting are being i
Goals • CIO: AWS is pricing internal IT and exter
Problems • CEO: Without a IT / DC growth story, rum
Value • SD & PD: Need better market offerings to
Proof
• Internal IT needs to compete with AWS o
• CEO needs a growth story to extend from
• Sales Director needs a plan to grow by 1
• Portfolio Director wants to offer MS custo

• CEO: Management team don’t have a pl
• PD: No hardware vendor / partners can h
• CIO: Struggling to create a viable busine
• SD: No growth strategy and sales people

• SD, PD & CIO: ABC Co. have a proposit

managed services customers into the da
• It would also provide a logical and compe
• CEO: The proposition and sales plan wo

• We have helped a global SI to take out a
• They have also increased DC sales by 11
• Customer DC churn has reduced by 14%
• The growth and cost savings story has b