Page 63 - BT Advise Sales Workshop
P. 63
Building Blocks
Day 1: Building the business case Day 2: Application
Engage new stakeholders
Market Analysis
What drives companies
Value proposition based on analysis
Company Analysis The value they need
Ability to react to market drivers
Stakeholders
Who – IT and Non-IT
What they care about
Account Planning – Deal Prioritisation – Business Case Foundation
BT Advise. Knowledge that delivers
