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• Customer needs and “hot buttons”
• Customer Choices
• Customer buying behavior
• Customer satisfaction expectations
 
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• Core business model and success drivers
• Solution features and benefits
• Service capabilities and competencies
• Differentiators and unique advantages
     
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• Meets the customer need
• Achieves business goal
• Differentiates your solution vs. alternatives
• Can be implemented with available or obtainable resources
 
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• Cost/benefit analysis
• Customer and associate input
• Uniqueness and creativity
• Longevity potential - does it have “legs?”