Page 74 - UCSSW 4.1

Influencing the UCS Stakeholders

Extraordinary Preperation

Fact Finding
Do they use blades? Are they regulated? Is IT struggling to be relevant?
External Analysis
How good are their green credentials? How good is their customer service?
Client’s Strategic Vision
Is DC refresh a part of this?
Objectives Analysis
What do they expect of IT?
Measures of Success / Identify KPIs and Critical Success Factors (CSFs)
Cost reduction? employee productivity? carbon footprint? growth? All have
implications for selling UCS