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Building up our Value Proposition Generic
(Core)
with Levitt’s Rings
Expected
1. Focus on Hard or Quantifiable returns first
Augmented
 Qualitative returns support the hard returns, even if the Potential
qualitative returns are more significant

 Use the HCS TCO/ROI Tool

2. Focus on the Business Objectives

 The ‘Generic’ Requirements
 We did that in Module 2

3. Focus on the Business Impacts

 The ‘Expected’ Requirements
 Next 3 slides

4. Focus on the Value-Add

 The ‘Augmented’ Requirements
 The Cisco differentiator – next module.

5. Focus on the Advantages

 The unrealised ‘Potential’
 ‘The Vision’ – Exercise
 Become a ‘Broker of Strength’