Evénements développeurs et It Pro

Global Knowledge : Uncovering Customer’s Business Needs

Webinar du 06 Octobre 2015

15:00 Egypt Standard
15:00 CET Time
14:00 UK Time

Overview:

For a sales team to be able to credibly position themselves as the solution to a customer's business challenges and opportunities, they must first be intimately aware of what is happening in the customer's organisation, both internally and externally.
This requires a robust process of research and analysis and a toolset that will enable a holistic view of the customer's organisation before engaging with the stakeholders.

Outlines:

This webinar introduces the key elements required to develop this level of cus-tomer intimacy.

The key techniques and tools covered are:

Research and Analysis

Establishing relevance of a Business Outcome approach (via tri-age)
Identifying and developing a point of view about a potential cus-tomer's business
Focus and efficiency during time-constrained interview
Demonstrating credentials and professionalism

Business Model Canvas

Describe, visualise, assess and change business models

Speakers:

Scott Young

Scott is a consultant with more than 15 years' experience specialising in technology enabled customer business transformation. He has a profound understanding of how institutions can leverage technical architecture in their business strategy.
Working with Global Knowledge, Scott is the lead designer of the Business Architecture Transformation Program and Cisco Business Value Certification program, responsible for the design and development of the content and successfully delivering the program to global audiences. He is also responsible for designing and developing an accredited TOGAF Certification program
Scott also has a wealth of experience in the multi-modal design and delivery of technical, networking and software training. He has designed and delivered complex and highly successful enablement projects for groups as diverse as sales, engineering, product management groups and end customers.

Technical Requirements:

Internet connection and computer speakers for audio.