In this chapter, we focused on the Diagnostic phase of Sure Step. We discussed how this phase has been designed for a dual purpose—to assist the seller to position the solutions and close the sale and to help the customer conduct their due diligence process and select the right solution to meet their needs. We covered the usage of the Decision Accelerator offerings for a prospective customer and an existing customer. We also discussed the positioning of industry/vertical and cross-industry/horizontal solutions with Sure Step 2010.

The Diagnostic phase is one of the important phases. If the due diligence activities are not executed properly, the implementation process may suffer and the customer's satisfaction will be low. In this chapter, ...

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