Page 67 - CSAM
P. 67
Preparation
Drivers What internal or external drivers are
influencing or affecting your
customers overriding objectives?
What are your customers goals in
Goals light of these internal or external
drivers?
Problem What obstacles are preventing them
s or making it difficult for them to
achieve their goals?
What tangible or intangible benefits
would they see if you helped them
Value eliminate these obstacles?
For whom have you helped solve a
similar problem? What concrete
Proof benefits/ROI did they see?
