Page 74 - BT Advise Sales Workshop

Business case conversation

Account Manager Customer: Service Manager

Hi there, if you remember it was suggested that I speak with you about the challenges of slow

applications slowing productivity

Are you having application related problems with productivity in the service department?

Mostly our apps run OK but when we’re busy we start to slow and lose calls

while we wait for data and applications to come back from our computing
centre in Germany

That’s pretty common, what do you think it
costs you to lose a call?

Marketing ran some numbers a while back and they think that every 5-10

lost calls costs us a re-sale sometime over the following 6 - 9 months.

What is your average re-sale?

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