Solution selling to a current customer
In the previous section, we covered the Sure Step Diagnostic phase guidance for a new or prospective customer. The Diagnostic phase also supports the process for selling solutions to an existing customer, which is the topic of discussion in this section.
The following diagram shows the flow of activities and Decision Accelerator offerings for an existing customer. The flow is very similar to the one for a prospect, with the only difference being the Upgrade Assessment DA offering replacing the Requirements and Process Review DA.
Much like the flow for a prospect, the flow for the existing customer begins with ...