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Outcome-based Value Hypothesis – ELA
What internal or external drivers are • Their market is increasingly commoditised.
influencing or affecting your
Drivers customers overriding objectives? • Margins are being squeezed by new competition.
Goals
Challenges • They need to improve their competitiveness.
Value
Proof What are your customers goals in • Reduce the cost of managing their infrastructure / licenses.
light of these internal or external • Improve the productivity and efficiency of their staff.
drivers? • Leverage economies of scale with suppliers.
What obstacles are preventing them • Lack of clear auditability of communications estate.
or making it difficult for them to • Multiple vendor strategy, lacks optimum economies of scale.
achieve their goals? • Problems tracking and predicting software licence costs.
• Improve staff productivity by reducing collab complexity.
What tangible or intangible benefits • Reduce software management / administrative overhead.
would they see if you helped them
eliminate these obstacles? • Grow without increase cost - Free organic growth.
For whom have you helped solve a • HSBC – Reduced collab complexity for 270,000 employees
similar problem? What concrete • KeyCorp – Simplified licence mngt & budget predictability.
benefits/ROI did they see? • Duke University – Benefited from free organic growth.
