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Customer Value Realization

What will it take?

• Customer engagement framework that ensures that your sales associates engage with the right
roles and at the right levels on the right topic(s)

• Deep knowledge and understanding of your customers’ business requirements and industry
challenges

• Solutions portfolio to enable customer business outcomes

•Services-led
•Software-enabled
•Integration with business process and 3rd party or custom applications

• Delivery process capable of not only enabling technology, but delivering and testing business
outcomes

• Customer lifecycle management process that adapts to market transitions and changing
business requirements over time