Page 33 - CSAM

Exercise : Cloud Qualification

Part Two

Still working in your original 4
teams

1. Now agree your top 3 Key
Buyers within your target
Customer

2. For each stakeholder, agree 3
key trigger questions as
follow:
1. A thought-provoking

15 minutes have been alloca‘stetadrtfeorr’ tqhuisesptaiortnof the exercise
2. A ‘follow-on’ question to
gather more information