Page 44 - BT Advise Sales Workshop
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Primary decision making / buying unit
Technical Will it be compatible with existing & future
Decision architecture & systems?
Maker
The
Functional Will it deliver my critical business outcomes
Decision Decision / KPIs?
Making Unit Maker
Average 5.4 people in
a corporate
procurement cycle Financial
(source: CEB) Decision Does it fit within our budget & are we getting
Maker the best deal?
BT Advise. Knowledge that delivers
