Business Outcomes Selling Program

COURSE OUTLINE:

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.

Audience

  • Account managers
  • Sales leads
  • Pre-sales managers
  • Business development managers

Prerequisites

An understanding of selling technology solutions

Learning Objectives

  • Assess the organization to uncover digital transformation opportunities
  • Conduct stakeholder analysis to identify the appropriate people to engage with
  • Create a stakeholder engagement plan, including engagement strategy
  • Develop a targeted set of stakeholders questions
  • Determine the organizations business requirements
  • Build a customer focused digital solutions and financial business case

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)

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