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The Art of Consultative Selling in It
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Table of Contents

Foreword 1
Foreword 2
Acknowledgments
Introduction
About the Author

The Art of Consultative Selling
Key Points

Linking the Art of IT Consultative Selling to Blue Ocean Strategy
Key Points

Consultative Selling Framework (CSF) Building Blocks
Inside-Out Theme
Outside-In Theme
Ideas Are Generated from a Combination of the Inside-Out Theme and the Outside-In Theme
The Innovation Factory
Key Points

Getting Into the Details of the Inside-Out Theme
Governance of the Inside-Out Theme
Tangible Decisions from the Inside-Out Theme
Scaling Up the Inside-Out Theme
Key Points

Getting Into the Details of the Outside-In Theme
Governance of the Outside-In Theme
Tangible Decisions from the Outside-In Theme
The Final Step
The Empirical Process Model for the Outside-In Theme
Key Points

The Innovation Factory
Innovation Validation
Innovation Selection
Innovation Implementation Phase
Key Points

Bringing All the Pieces Together-Uniting CSF
What Comes First-The Inside-Out Theme or Outside-In Theme?
Engaging Your Customer in Outside-In and Inside-Out Themes
Talent Group Lead Being the SME during Project Implementation
Measuring Success of CSF
Theme Density
Innovation Density
Benefit Realization
Customer Satisfaction
Key Points

Getting into the Details-E-CSF
The Enterprise CSF Methodology
Key Points

The E-CSF Implementation-Getting to the Roots
The Localized Phase
The Sub-Globalized Phase
The Globalized Phase
Identifying Domains for Localized Phase, Sub-Globalized Phase, and Globalized Phase
Business Done by Your Organization vs. Your Competitors
Customer Trust and Intimacy in Each Domain
Customer Satisfaction in Delivery in Each Domain
Your Organization's Knowledge in a Domain
Bringing the Parameters Together for Analysis
Key Points

Agile Methodology
Definition of Collocated Agile
Definition of Distributed Agile
Applying Agile in CSF
Applying Collocated Agile in CSF
Applying Distributed Agile in CSF
Conclusion
Key Points

The Art of Six Sigma
Applying Six Sigma in CSF
Key Points

Master Data Management
Applying MDM Concept in CSF
The Link between MDM and Big Data-A Short Summary
Key Points

Application Portfolio Rationalization
Applying Application Portfolio Rationalization via CSF
Key Points

Cloud Computing
Cloud Delivery Models
Infrastructure as a Service (IaaS)
Platform as a Service (PaaS)
Software as a Service (SaaS)
Cloud Deployment Models
Private Cloud
Public Cloud
Community Cloud
Hybrid Cloud
Applying Cloud Concept in CSF
Key Points

Business Process Management
Applying BPM in CSF
Key Points

References
Resources
Index

About the Author

Venkatesh Upadrista is currently working for a large IT services company holding responsibility at a business unit level to manage multiple large client relationships. During his IT career, he has won several large business deals based on the knowledge he possesses in consultative selling techniques. He began compiling management encyclopedias as a high school student. Venkatesh took the vast collection of experimental facts from various sources and the research that he had been accumulating for several years and began to deploy them throughout his professional experience. He is an advisor to a number of business development initiatives and has been a partner to CIOs of several large organizations to help them define ways to improve their top-line and bottom-line revenues and to prioritize their business initiatives. His experience moves across project management and sales leadership. He has worked in a blended mixture of the onsite/offshore model and through his experience, has helped many customers move their strategies to gain several qualitative and quantitative benefits.

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