Page 59 - SCSL - Buying Models Business Outcome Workshop
P. 59
Business Outcomes Message Flow
What internal or external drivers are
influencing or affecting your
Drivers customers overriding objectives?
What are your customers goals in
light of these internal or external
Goals drivers?
What obstacles are preventing them
or making it difficult for them to
Problems 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?
