IBM的咨询模板课件.ppt

1、PerformancePackagingEase of UseAvailabilityLife CycleSocial Acceptance$PriceAssurances$APPEALSCustomer$APPEALS is a business process that focuses on the customers competitive buying decisionsWar r ant e ePerformancePackagingEase of UseAvailabilityLife CycleSocial Acceptance$PriceAssurancesValueValue

2、$APPEALSDetermine Who The Customers Are Integrator,Distributor ISV,VAR,IRSales,SupportEnd UserRetrace the End Users buying decision to determine all who influence the offering attributesIn many cases it may be all three Customer$APPEALS FactorSTEP 3:FactorWeightSTEP 4:IBMOfferingRating(1-10)STEP 5:I

3、BMOfferingScore(Factor Weight multiplied by Rating)STEP 4:BOBOfferingRating(1-10)STEP 5:BOBOfferingScore(Factor Weight multiplied by Rating)$PRICEASSURANCESPERFORMANCEPACKAGINGEASE OF USEAVAILABILITYLIFE CYCLE COSTSOCIAL ACCEPTANCETOTAL IBMSCORE:TOTAL BOBSCORE:STEP 6:Final Customer Value Differentia

4、tion Ratio TOTAL IBM SCORETOTAL BOB SCORE=IBM AND BOB OFFERING RATING SCALE VALUES10=Absolute Best Possible 9=Clear leader 8=One of top 2 7=Parity with top 3-5 6=Typical good for the market place 5=Acceptable to most 4=Not acceptable to 25-35%buyers 3=Unacceptable to most 2=Extremely high level of d

5、issatisfaction 1=Totally inadequateMarket Segment NameIBM Offering Name/DescriptionBOB Offering Name/DescriptionSteps 3 through 6 identify$APPEALS factor weights,define the customer view of ability of IBM and BOB offerings to satisfy wants and needs and evaluate a final differentiation ratioPerforma

6、ncePackagingEase of UseAvailabilityLife CycleSocial Acceptance$PriceAssurancesDescribe Key CriteriaValueDescribe Key CriteriaValueDescribe Key CriteriaValueDescribe Key CriteriaValueDescribe Key CriteriaValueDescribe Key CriteriaValueDescribe Key CriteriaValueDescribe Key CriteriaValueKey Criteria a

7、nd Relative Value TemplateMarket Segment:PerformancePackagingEase of UseAvailabilityLife CycleSocial Acceptance$PriceAssurancesDescribe Key CriteriaValueDescribe Key CriteriaValueDescribe Key CriteriaValueDescribe Key CriteriaValueDescribe Key CriteriaValueDescribe Key CriteriaValueDescribe Key Crit

8、eriaValueDescribe Key CriteriaValueCompetitive Differentiation TemplateMarket Segment:IBM AND BOB OFFERING RATING SCALE VALUES10=Absolute Best Possible 9=Clear leader 8=One of top 2 7=Parity with top 3-5 6=Typical good for the market place 5=Acceptable to most 4=Not acceptable to 25-35%buyers 3=Unacceptable to most 2=Extremely high level of dissatisfaction 1=Totally inadequate