What are the technical restrictions of business?
How is progress vs. outcomes measured?
How does talent architecture influence the definition of business outcomes?
How are the goals of top executives achieved?
What capabilities are needed to achieve the outcomes?
What the business priorities and strategies are.
What the Critical Set of Factors and Key Performance Indicators are.
What the mindset of customers is.
What the business priorities and goals are.
What the Critical Success Factors and Key Performance Indicators are.
Specific timeframe and periods
Metrics and calculation procedures
Project management milestones
Executives are interested in satisfying customers' needs and requirements.
Managers and supervisors are committed to close the quality of service gap.
Stakeholders are interested in being considered when developing and assessing business outcomes.
Customers are interested in solutions and services that result in measurable outcomes.
Customers want to benefit from new, more flexible consumption models.
Technology is acquiring more importance.
Businesses prefer time-to-market acceleration regardless the costs of their IT solutions.
Business transformation dictates that CEOs and their teams become key partners.
Customers want solutions that address specific outcomes.
Emerging technology trends
Cisco partner ecosystem portfolio
In product-based sales the customer knows the issue and is likely to fix it, in outcome-based sales the customer understands the business goal and what success looks like.
In product-based sales the customer expects to make product comparisons, in outcome-based sales the customer decides whether to make an investment based on comparing current and future state.
In product-based sales the customer may or may not be aware of the opportunity or problem, in outcome-based sales the customer will answer questions to clarify pain points.
In product -based sales the customer wants to hear about multiple solutions, in outcome -based sales the customer does not know value or benefit from a change.
Technology innovation level
Responsible, Accountable, Consulted, Informed
Reconciler, Accountable, Consulted, Independent
Responsible, Assertive, Consulted, Informed
Reconciler, Assertive, Consulted, Informed
Responsible, Accountable, Consulted, Influenced
Perspective towards technology services and solutions is same across industry verticals
Less loyal to a specific vendor due to technology as a commodity and availability of service solutions
Expect providers to sell products and contracts
Expect measurable value in terms of business outcomes
Have a greater understanding of the competitive market and service and solution providers
Connected Public Safety
Cloud, Industry Issues, Consumerization, IT Appliances
Cloud, Mobility, Activity-Based Working, Security
Cloud, Social Media, Software-Defined Networking, Big Data
Cloud, Mobility, Analytics, Social Media
Leveraging data into more useful information for decision-making
Connecting people for measuring services' usage trends
Delivering the solutions and products to the right person at the right time
Having physical devices and objects connected to the Internet and to each other for intelligent decision making
To enable CXOs or Line of Business leaders to grow revenues, lower operating costs and achieve strategic business objectives
To help customers establish new technology or evolve current functionality
To help customers operate, manage and optimize technology environment more effectively
To take advantage of new technology to increase business relevance
Using Next Generation IT to increase service quality. Also, reducing risk, complexity and costs
Refining, enriching or developing & enabling new business processes, new markets, and customer interactions
Taking advantage of new technology to increase business relevance
Improving agility & ability to create or deploy high quality, differentiated, innovative services for end users
To explore how technology innovation yields new revenue, lower costs, or reduce risk in more detail
To help make a retailer aware of a restocking need while relying on a human interaction faster
To help them more quickly or effectively deploy, absorb, and adopt technologies in which they make investments
To allow customers to complete a marketing research as part of their investment funds
KPIs must be strategic and tactical in nature
KPIs can be financial, managerial, or operational
KPIs measure progress against goals
KPIs are set according to priorities: magnitude and urgency
KPIs define what needs to happen to achieve desired results in the time, budget, and level of expected quality
Percentage of job offers accepted
Perception level of satisfaction of customers
Quantity of new organizational goals
Revenue growth versus industry benchmark
CSFs are quantitative in nature and focus stakeholder relationships
CSFs describe an element that is needed by an organization or project to reach its goal
CSFs help link business initiatives or processes with selling, designing, developing, and adopting solutions and services
CSFs should receive special and continual attention from management in order to help the organization be effective
Increasing manufacturing efficiency at a rate above increases in supplies
Attracting and retaining more highly qualified staff versus competitors
Providing a holistic perspective to the core business drivers and business outcomes
Matching customer retention rate to customer retention objective
Selling a greater share of profitable products to our customers
Customer Relationship Management
Developing market research.
Moving the customer towards positive decisions about IT investments and initiatives
Classifying customer segments.
Identifying key stakeholders.
It shows relationships of power among executives.
It displays the risk position of future investments.
It shows current and optimal future state.
It is a visual picture.
It shows quantitative information about stakeholder requirements.
It shows differences among stakeholders.
Business requirements are managed by stakeholders.
Business requirements support specific business objectives.
Business requirements are prioritized in compliance with influence dynamics.
Business requirements are dynamic in nature and change over time.
Business requirements are always defined inside a line of business.
Understanding the customer's business model changes the way you interact with your customer.
Understanding the customer's business model provides control and assessment of project challenges.
Understanding the customer's business model helps track progress through outcomes.
Understanding the customer's business model is used to address the sales force mindset.
Segmented solutions designed for their specific outcomes make it easier for them to be more relevant to their company's business challenges.
Customers define how they want to measure success, and we work with them to turn this into metrics and a plan to achieve results.
As your conversations become more focused on their business challenges and value, customers will see you as a problem solver and not just a sales person.
With the comprehensive solution addressing their whole infrastructure, it is easier for customers to see value and progress, see gaps and what is next, and manage their IT investments.
Because it accelerates the time to market of new products and solutions while maintaining a reasonable cost structure.
Because this way you can establish fixed business goals and priorities and facilitate the deployment project management.
To reduce complexity for stakeholders, it is easier for them to describe the benefits and to influence others to gain support.
Because it keeps the value proposition unchanged, it is easier for stakeholders to claim for accountability.
Bring digital value to customers, suppliers, partners (ease of doing business).
Reduce the sales force and customer interaction.
Transform the customer experience.
Reduce Operating Expenses and increase Capital Expenditures.
To establish a framework for increasing revenue in the customer business and under project management control.
To define the way the customer business affects the value to their solutions and services.
To explain the competitive advantage of the customer business by comparing certain factors available to them.
To help understand how different facets of the customer business affect their value proposition.
It is a mandatory tool in every business school.
Business models are the same across industry verticals.
Understanding the customer business model is essential for determining the right business outcomes.
Each organization has multiple business models.
Business development teams
Business value proposition
Capital Expenditures, Operating Expenses.
Internal Return Rate, Discount Rate.
Capital Expenditures, Working Capital.
Competing stakeholder goals and expectations.
Difficulty to determine external value.
Financial resources are distributed across functional areas.
Competitive analysis is often incomplete.
IT adoption and implementation may have long business cycles.
It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing present value from a technology solution by the cost of that technology solution.
It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing total investment from a technology solution by the cost of that technology solution.
It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing net return from a technology solution by the margin of that technology solution.
It is defined as the financial benefits derived from services and solutions, and it is expressed as a percentage of dividing net return from a technology solution by the cost of that technology solution.
Business, Functional, Strategic,Tactical
Strategic, Tactical, Operational, Procedural
Functional, Operational, Administrative, Strategic
Business, Technical, Functional, Transitional
A technology gap analysis of the organization's infrastructure.
The list of CSFs and KPIs of the organization.
The analysis of the consumption model that the customer is looking to implement.
A study of the impact that the current state of technology has on the business.
Make a list of the CSFs and KPIs of the organization.
Interview the different stakeholders and confirm with them.
Understand the customer's services portfolio.
Understand the customer's value proposition.
Pay As You Go
It does not specify individual users, so any user can access the service.
It provides the organization with an agreed number of users.
The costs are directly related to usage, not quantity of users.
The enterprise pays as it acquires services.
Plant Floor Control Network
Internet of Everything
Service Provider Network Infrastructure
Plant Floor Control Network
Data Center and Virtualization
Internet of Everything
Service Provider Network Infrastructure
By the fast technology acquisition options for the customers.
Providing an organization with the right to use the technology and service without the need for purchasing it.
Providing an organization with various options for the types of services to deploy.
Depending upon what the business is seeking, each type of service has different financial implications for business outcomes.
Cost of accounting and tracking
Software asset and management
Cost of Hardware and Software
Auditing and control
Chargeback and Showback
It varies, depending on the technology solution or service
Provides feedback on progress towards settled goals.
Compliance of certain industries regulations.
Help companies monitor its past state.
To reward and to discipline employees.
Responsive / non-responsive.
Different performance expectations.
Profit, growth and control.
Critical / non-critical.
Monitor and control.
Improved customer satisfaction
Increased IT service performance
Lower IT asset obsolescence
Increased IT asset utilization
Recurring revenue stream
Lower initial investment
Higher ROI from investment
Increased value of company
Long-term business cycles benefits
Revenue from this model could increase in 25%.
Revenue from this model is immediate.
Revenue from this model is realized over a longer period of time.
Revenue from this model is three times bigger than in the traditional product selling.
Prepare, Plan, Design, Implement, Operate, Optimize.
Past, Present, Future.
Previous, Present, Posterior.
Before, In Between, After.
It allows effective interaction between stakeholders.
Can help mitigate the intrinsic risks within negotiation.
It allows other strengths to create maximum impact.
Can help lessen the impact of business weakness.
Ability to create personalized "briefcases" of content that you can save once, and access from any device.
Single place to find business proposals and instructor led training related to Cisco Partners.
Access to kits of bundled content including IOS images and more.
Trusted, up-to-date, and relevant content displayed using comprehensive, powerful search capabilities.
Innovation, Industries, Incentives.
Line of Business, Vertical, Business Outcome.
Industry markets, Business Outcome, Technology Innovation.
Line of Business, Vertical, Business Value.
Understanding stakeholder interest helps sales people present solutions in the right business or technical language and context.
Aligning the message to the audience requires an understanding of stakeholders' audience goals and ensure a good business proposition.
Matching business needs to outcomes helps sales people present solutions in the right business or technical language and context.
Aligning business goals and technical goals ensure sales people present solutions in the right business or technical language and context.
The stakeholders' agenda about the business goals.
The stakeholders interest in results which you are seeking to drive.
The stakeholders' chain of command.
The stakeholders' degree of influence and power.
Relationship & Distribution
Relationship & Communications
Interests, Agenda & Normative
Interests, Options & Legitimacy
Alternatives, Opportunities & Legitimacy
Working environment characteristics?
Compliance with ISO 20K?
Understanding of own and others interests?
Consequences of not reaching agreement or support?
Be aware of people's time and length of presentation.
Organize the presentation so that the message is clear and key points emerge early.
Prepare carefully the agenda and the objectives definitions.
Use the right verbal and corporate language.
Know your audience and what is of interest to them.
Share your findings about stakeholder analysis with the audience.
Structure the content to the audience – one size does not fit all.
Address key motivators, business drivers, and the value that business outcomes bring to the customer.
Prioritize lines of business, strategic plan and operating issues.
Create the presentation in terms that the audience understands.
Use consistent formats and designs that the audience is familiar with.
Achievable Business plan
Shared risks with the vendor
Increased services and solutions
Simplify IT complexity
Tactic: Use evidence; Audience type: Critical.
Tactic: Use evidence; Audience type: Uninformed.
Tactic: Build a bond; Audience type: Sympathetic.
Tactic: Build a bond; Audience type: Hostile.
Tactic: Acknowledge the view; Audience type: Critical.
Increased net present value
Reduced capital expenditures
Increasedtotal cost of ownership
The ability to create personalized "briefcases" of content
A single place to find business proposals and instructor-led training
Access to kits of bundled content, including IOS images and more
It enhances the selling process for seller and the customer
Industry markets, technology innovation, and business incentives
Line of business, technology innovation, and business outcomes
Industry markets,technology innovation, and business outcomes
Line of business, industry markets, and realized business value
It helps sales professionals to present solutions in the right business or technical language and context.
It aligns the stakeholder audience's goals with a good business proposition.
It helps move stakeholders from their current to their optimal positions.
It ensures that the sales professional identifies the appropriate key performance indicators for outcomes.
To explore how technology innovation yields new revenue and lowers costs
To help make a retailer aware of a restocking need while more quickly relying on human interaction
To help business moreeffectively deploy, absorb, and adopt technologies
To enable customers to complete marketing research as part of their investment funds
To help business reduce the total cost of ownership for IT