Communicating with Business-Ready end-customer stakeholders

When engaging with customer stakeholders, system integrators need to understand the motivating factors for end customers when it comes to a VMS. Larger customers will likely have separate functions for IT, Security, Finance, Legal, and Procurement. For smaller customers, all needs must be balanced with one, or a few, stakeholders.

After completing this course, system integrator salespeople will be able to:

• Understand the various concerns an end-customer with a single stakeholder may have.
• Complete a discovery phase of a potential end-customer.
• Relate end customer needs to Milestone features and functions.
• Select the correct XProtect product based on end-customer needs.
• Create a proposal based on end-customer needs.
• Discuss proposal with end-customer while relating to identified needs.