Business & IT Convergence - Creating a Business Case (BIC-CBC)

Kursbeschreibung Kurstermine Detaillierter Kursinhalt


Rapidly changing environments require a new sales style. Besides acquiring increased knowledge about technologies, account teams must learn and apply new practices and skills to resonate with stakeholders outside of IT.

Account teams are challenged by an ongoing transformation:

1. Business & IT converge: IT is no longer supporting infrastructure only but is becoming the strategic platform for any organizations development. Infrastructure and applications must be aligned with corporate strategy in order to contribute significant value.

2. More and more IT budget is allocated outside the IT department due to business requirements. Beyond plain technical features, the functionality and value of complex IT solutions must be “translated“ into business terms.

3. As investments into IT are growing, managers ask for financial returns, value creation and other measures of success. IT investments must be linked with strategic and operative goals.

The third course of our transformative education program is addressing the Convince & Close phase and focuses on the financial aspects of any transformative architecture opportunity. Participants will learn to identify major architectural benefits and communicate the values supporting the corresponding business case. Knowing motivation and risk helps participants to build a compelling business case demonstrating the impact of technology on a customers’ organization and the value it creates (ROI). Mastering technical as well as business aspects will help participants to become their customer’s trusted advisor.

The course helps participants to build a compelling business case and a story. With this, account teams are equipped to present in front of any senior executive and not only in front of the IT department. The second part of this course is focused on the various negotiation and objection handling techniques to successfully close the deal.

Related Courses

We suggest that account teams should also attend the following courses in order to maximize the impact of our salesforce transformation program.


Key Account Manager, Account Manager, Sales Team Leader, Business Development Manager



Upon completion of the course, you will be able to:
  • understand investment appraisal techniques customers may apply
  • Show and validate key financial indicators such as NPV, ROI and TCO
  • Evaluate the advantages/benefits of an architecture
  • Uncover motivation and risk of a transformative architecture engagement
  • Show the business impact of architectures in financial terms as a foundation for a compelling business case
  • Create a business case story and present/communicate the business case in front of business stakeholders
  • Apply the key elements of a successful negotiation and to manage objections

Classroom Training
Modality: C

Dauer 2 Tage

inkl. Verpflegung
Verpflegung umfasst:

  • Kaffee, Tee, Saft, Wasser, Cola
  • Gebäck und Süßigkeiten
  • Frisches Obst
  • Mittagessen in einem der naheliegenden Restaurants

Gilt nur bei Durchführung durch Fast Lane. Termine, die von unseren Partnern durchgeführt werden, beinhalten ggf. ein abweichendes Verpflegungsangebot. Zusätzlich zu der oben angegebenen Verpflegung bieten wir Ihnen jeweils Dienstags belegte Brötchen und Donnerstags Kuchen an.

Termine und Buchen
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Dies ist ein FLEX™-Kurs. Sie können an einem FLEX Training sowohl bei uns vor Ort im Klassenraum als auch über das Internet von Ihrem Arbeitsplatz oder von zu Hause aus teilnehmen.

Zur Zeit sind keine Termine verfügbar.  Fragen Sie an via info@flane.de.

FLEX™ Training

Please see below our alternative, English language, FLEX™ course option

11.12. - 12.12.2017 FLEX™ Training Dies ist ein FLEX™-Kurs in englisch.
Zeitzone: Europe/Ljubljana

Fast Lane Flex™ Classroom Ist der für Sie passende Termin oder Ort nicht dabei? Wir bieten Ihnen noch weitere FLEX™ Classroom Trainingstermine an!