Page 10 - CCST
P. 10
How Our Customers See Us
Understanding our business
needs/requirements 73.6%
Tailoring the discussion to
our issues 57.2%
Quantifying the value
proposition 55.3%
Clarifying business impact 46.6%
Understanding our industry 36.7%
Product/service knowledge 29.9%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Percentage of respondents
Source: Meta Group Survey of over 2000 decision makers from 600 organizations.
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