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Business Outcomes Sales

Why Do We Need a Different Approach to Selling Products?

• Technology commoditized and consumerization, new
capabilities driving innovation

• Customers looking to benefit from new, more flexible

consumption models

• Customers want solutions addressing specific

outcomes –paying for capabilities based on outcomes

instead of ”inputs”

• Business transformation is dictating the CIO become
a key (business) partner, providing value beyond core

IT and networking

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