3. TODOs before engagement
1. Understand the what's what./who’s who
台灣IaaS比較
台灣雲端服務問題
中華電信 cloud business
Simple list between these distis providing cloud to CHT
2. Getting customer insight before prospect
Collect intelligence and primary marketing and secondary market research data by building relationship with key distis
(persons) and researching marketing research report
Chunghwa Telecom Financial Health, such as CapEx as % of Assets, R&D as % of Operating Expenses, Fixed Assets per Revenue
Ratio, Current Assets per Revenue Ratio, Operating Margin
CHT’s issues during Operations and Sales
CHT’s org and decision loop
Dist s org and decision loop
What objections are we likely to hear?
More
Analyze data for digging out insights about CHT/Channels requirements
3. Develop an account profile and channel enablement plan
4. Clear features vs. benefits vs. competitor vs. real customer problems
5. More…