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SPIN Selling : HCL with CBA
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Transcript of SPIN Selling : HCL with CBA
IT Industry
it is the application of computers and telecommunications equipment to store, retrieve, transmit and manipulate data, often in the
context of a business or other enterprise.
HCLit is the application of
CBAit is the application of
• Broke up with EDS.
• CBA changed its strategy from single to multi vendor.
• Then they floated out RFI(request for information)
• HCL was one among them.
• As a result HCL received RFP.
• Then the big deal process started- war room
• 20 members team involved.
• They prepared effort estimate(man days)
• From ball park estimates the “SPIN” starts.
“ SPIN”
• Situation
Template:
• How many applicants do they have?
• How many users will be there in 3 years?
Implication:
• Do you think if more people are employed in web based application then maintenance problem will be solved?
Need payoff:
• different offers are provided in the template.
• Delivers value for different solutions.