A. Changes in technologies over the past year

B. Job history of key management personnel

C. A crisp description in business and architectural terms

D. A step-by-step description of a business event

A. An IT architect working at a software company that markets solutions bundled with the Channel Partner's offerings

B. A government regulatory official familiar with the customer

C. The customer's lead procurement official

D. A sales rep for one of the Channel Partner's competitors

A. Websites of partners in the customer's ecosystem

B. Article on the customer's new product line, published on an industry web site

C. Service level agreements your firm helped to create, between the customer IT group and business units

D. Financial analyst forecasts of the company's revenue for the next 3 years

A. Allows the customer to overcome a perceived issue with upside potential

B. Raises IT spending and leads to higher return on investment

C. Reduces IT costs to the business

D. Uses technology to raise efficiency

A. IT staff completes a performance management software tool upgrade on time.

B. Higher revenue per customer is possible, based on personalized tips being sent to shopper smartphones.

C. A new video system with a strong track record for quality is implemented.

D. Store managers better understand their compensation plan, since wording is simpler.

A. Present ideas which are aligned to the customer's strategy and are realistic to implement

B. Recommendations involving process changes should be presented by the IT manager or another internal employee

C. Present only the ideas which require the IT manager to seek new budgets / funding

D. For all recommendations, include a request of funding to conduct a deeper analysis of benefits