• The customer looks to the sales consultant to help them: – Find solutions that fit their business needs – Choose a set of vendors that can meet their needs
– Address issues that arise during testing and deployment by working closely with the vendors
– Measure the success of the project
In the early stages of the design phase, most customers want to see more than one alternative proposal:
Each alternative will satisfy the objectives to different degrees.
This allows the customer to prioritize the requirements, evaluate the budget and cost justification and select the best alternative.
For example, the customer might desire 99.999% data availability, yet have a budget for 99.99%.