Page 72 - CHCS - Cisco Hosted Collaboration Solutions

Supporting Student Notes:

• Supporting Point 1: Always focus on the hard benefits first, and use the soft benefits to support the hard benefits. This
way, a baseline is set (hard benefits) on which the soft benefits build. The other way around is akin to building a house
on soft foundations.

• Supporting Point 2: Addressing the Business Objectives only provides a Generic solution, which is ‘core’ to the
customers needs. If you can’t achieve this, then you need to rethink your approach, e.g. ‘divide & conquer’, or ‘change
the goal posts’

• Addressing the Business Impacts will meet the ‘Expected Requirements’. Although these may be not explicitly stated,
this is what the customer would expect you to do (and the competition for that matter)

• Adding Value can make a difference – this is the ‘complete package’ approach, and can produce a much higher ROI.
E.g. maintenance contracts, licensing advantages, financial packages, etc

• Supporting Point 3: The real differentiator is the ‘Potential’ that a solution can unlock. Identifying the business benefits
that are unstated by the customer – here you will exceed their expectations