Business Outcomes Selling Program
- Account managers
- Sales leads
- Pre-sales managers
- Business development managers
Prerequisite
An understanding of selling technology solutions
Expected Duration
2 day
Description
The Business Outcome Selling Program is designed for technology sales professionals who need to engage and enable customers undergoing digital transformation. This program supports you in building a business-driven view of the customer. You will learn about stakeholder interaction and management, alignment of digital solutions to customer needs with a focus on business acumen, as well as how to calculate and articulate the consumption-based economics benefits associated with digital business.
Objective
1. Introduction and Context
- Welcome and introduction
- Background and context
- Drivers and opportunity for digital business transformation
2. Customer Business Analysis
- Capture and document the customer current state
- Identify customer digital transformation opportunities and requirements
3. Stakeholder Management
- Relevant stakeholders
- Create a stakeholder engagement plan
4. Business and IT Alignment
- Facilitate business driving IT
- Facilitate IT enabling the business
- Align digital solutions to customer needs
5. Business Acumen
- Calculate and articulate the consumption based economics
- Develop a customer focused digital solutions and financial business case
6. Ongoing Support
- On demand enablement
- Digital tools and applications
- Access to community and subject matter expert (SME)
