Risks - How does your solution help the organization to reduce or mitigate any Risks they are facing? Time - What is the amount of time that is associated with your solution? Both from a time to value perspective and in terms of outright time required to implement and maintain it. Opportunity Cost - What is the value of your solution versus other opportunities the customer is considering and what will be the cost of prioritizing your solution over them? Commercial terms - As crazy as it often seems, I have seen organizations pass on solution providers who weren’t able to be flexible on
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