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Support: Neutral

Ronald Tan 12 June 20xx Finding enough time for her children Getting up to speed on XYZ’s business culture and internal politics Doesn’t like crowds Not keen on sports Reads widely. Likes Chess Travels to exotic places eg Jordan,

Updated by: Date updated: Type: (E)conomic; (T)echnical; (U)ser; Roles/Support: Anti-sponsor; Gate-keeper; Neutral; Sponsor; Coach Focus: DH Be secure in this new role Increased credibility and be seen as a leader Have more time for family Be seen as Change Agent Personal pressures: – – Social preferences: – – – – Romania

Type: T + E Personal goals / KPI’s: - - - - Global SAP implementation draining budget and postponing local initiatives New to organization – still building internal Free flowing / Organized My best / Better than you

Influence: 5 Internal pressures: – – relationships Behavioral preferences: Leading / Following • Opportunity / Fear • Trust / Control • Your needs / My needs • Feelings / Facts • • • Big picture / Detail •

XYZ Global Sunita Rodriguez Power and Influence: 5=very high; 4=high; 3=medium; 2=low; 1=very low; 0=none. Focus: Price-Buster(PB); Deal-Hunter(DH); Value-Buyer(VB) Power: 5 Successful SAP implementation - on-time, within budget Reduce IT spend by 10% each year for next 3 years while upgrading business systems and web-presence XYZ’s internet presence perceived as outdated compared to competition and XYZ is losing orders as a result Buyer sat

Buyer Profile Organization: Individual: Key: Position: CIO Corporate goals / KPI’s: – – External pressures: – – web-based support Key decision criteria: Reliability – – – – business sponsorship

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