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Collab EA (example telco customer)
What internal or external drivers are • Their market is increasingly commoditised.
influencing or affecting your
Drivers • Margins are being squeezed by new competition.
customers overriding objectives?
• They need to improve their competitiveness.
What are your customers goals in • Reduce the cost of managing their infrastructure / licenses.
light of these internal or external • Improve the productivity and efficiency of their staff.
Goals
drivers?
• Leverage economies of scale with suppliers.
• Lack of clear auditability of communications estate.
What obstacles are preventing them
or making it difficult for them to • Multiple vendor strategy, lacks optimum economies of scale.
Problem
achieve their goals? • Problems tracking and predicting software licence costs.
• Improve staff productivity by reducing collab complexity.
What tangible or intangible benefits • Reduce software management / administrative overhead.
would they see if you helped them
Value • Grow without increase cost - Free organic growth.
eliminate these obstacles?
• HSBC – Reduced collab complexity for 270,000 employees
For whom have you helped solve a • KeyCorp – Simplified licence mngt & budget predictability.
similar problem? What concrete • Duke University – Benefited from free organic growth.
Proof benefits/ROI did they see?
