Customer Landscapes for GS Solutions

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Unfavorable Landscape

for GS Solution

Favorable Landscape

for GS Solution

Advanced Business Development

Looking for Images? Go to www.fotolia.com and search for the image. In the images section of the storyboard page, type in the picture #. We will then go in and download that image.

Standard Font: We will be using Tahoma 11pt font for the storyboard (which translates to Tahoma 13pt in Composica), so please verify that fonts stay this size otherwise it may cause pages to be split into multiple pages.

Widgets: Click the link, http://lmsapp01/composica/courses/_widgets/ to view samples of widgets you can use in the course. Type in the name of the widget in the Notes to Developer section for that page.

Need Design Ideas? Click this link, http://lmsapp01/composica/courses/examples-of-content/ to view samples of pages we’ve created for other courses. Type the example title in the notes section for that page.

Instructions for Use:The first several pages are design template samples. If you want to add one to a page, highlight the entire table and copy and paste it on the page you want.After the storyboard is complete, feel free to remove the design template pages. Or keep them if you’d like. They are there to help you.On page 6, fill out the information as best you can. Also, update the outline to reflect the outline of your course. This helps us create the course structure.On each design template, make sure to include the Page Title and the Page NumberIMPORTANT: Before making any changes to the storyboard, verify that Track Changes is turned on. To do this, please go to Review -> Track Changes. This will help our team know what was changed on each page.

• Course Title: Advanced BD Module 2 (Understanding the Customer)

Information Needed for the Elearning DEV team

Total Pages: TBD

Go Live Date: TBD

Course Skin: TBD

Storyboarded by: Sean Ward, M.Ed.,

Date Reviewer Name Notes

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Revision History

Introduction

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IT Services Landscape

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Forces and factors

affecting IT…Customer

buying trends…

Determine how TEK can help achieve business needs.

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Customer Landscapes for GS Solutions

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Unfavorable Landscape

for GS Solution

Favorable Landscape

for GS Solution

• Gain a 360 degree view of the customer• Identify accounts you should partner with Global Services, and why

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Understanding the Customer

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Customer Landscape

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• What customer characteristics lend themselves to Global Services opportunities?

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Customer Landscape

Economic Landscape

CompetitiveLandscape

PoliticalLandscape

OperationalLandscape

Does the company have working capital available to put

towards IT services?

Can we overcome the competition?

Do we have relationships with people of power and influence?

Do we have a contract

vehicle that supports TEK’s

services?

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Customer Landscape

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Political Landscape

Power & Influence

Economic Buyer

Champion Coach Enemy

Economic Landscape holder

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Economic Landscape

Business Driver & Needs

Business Description

Financials

Key Business Issues

Operational Landscape holder

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DecisionProcess

DecisionCriteria

OperationalLandscape

Competitive Landscape holder

IT Staffing Providers

Recruiting Centric

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ITO Providers

Delivery Centric

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IT System Integrators

Technology Centric

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IT Solution Providers

VerticalCentric

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Accenture, Deloitte, Cap Gemini

IBM, ERP Niche Firms

TCS, Wipro, Infosys, CognizantRHI, Manpower

CompetitiveLandscape

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Who do they do business with and why?What other companies are bidding on the project?

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Complete the Landscape Development activity in your workbook.

WorkbookActivity

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Customer Landscape

Economic Landscape

CompetitiveLandscape

PoliticalLandscape

OperationalLandscape

Can we overcome the competition?

Do we have relationships with people of power and influence?

Do we have a contract

vehicle that supports TEK’s

services?

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Does the company have working capital available to put

towards IT services?