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Solution Selling for Business Transformation

Improve customer relationships by aligning your solutions to the customer’s digital business needs.

GK# 5555

Course Overview


The Solution Selling for Business Transformation course is designed for technology sales professionals who need to engage and enable customers undergoing digital transformation. This program supports you in building a business-driven view of the customer. You will learn about stakeholder interaction and management, alignment of digital solutions to customer needs with a focus on business acumen, as well as how to calculate and articulate the consumption-based economics benefits associated with digital business.


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What You'll Learn

  • Assess the organization to uncover digital transformation opportunities
  • Conduct stakeholder analysis to identify the appropriate people to engage with
  • Create a stakeholder engagement plan, including engagement strategy
  • Develop a targeted set of stakeholders questions
  • Determine the organizations business requirements
  • Build a customer focused digital solutions and financial business case


Viewing outline for:

Virtual Classroom Live Outline

1. Introduction and Context

  • Welcome and introduction
  • Background and context
  • Drivers and opportunity for digital business transformation

2. Customer Business Analysis

  • Capture and document the customer current state
  • Identify customer digital transformation opportunities and requirements

3. Stakeholder Management

  • Relevant stakeholders
  • Create a stakeholder engagement plan 

4. Business and IT Alignment

  • Facilitate business driving IT
  • Facilitate IT enabling the business
  • Align digital solutions to customer needs 

5. Business Acumen

  • Calculate and articulate the consumption based economics
  • Develop a customer focused digital solutions and financial business case

6. Ongoing Support

  • On-demand enablement
  • Digital tools and applications
  • Access to community and subject matter expert (SME)



An understanding of selling technology solutions

Who Should Attend

  • Account managers
  • Sales leads
  • Pre-sales managers
  • Business development managers
  • Support sales engineers
Course Delivery

This course is available in the following formats:

Virtual Classroom Live

Experience expert-led online training from the convenience of your home, office or anywhere with an internet connection.

Duration: 2 day

Request this course in a different delivery format.