Identify the problems that your customer is facing and their goals and objectives.
List the strategic business or competitive reasons that caused the customer to reevaluate its current situation. Be as specific as possible, citing examples when appropriate and including supporting customer quotes.
Provide a detailed evaluation of the customer’s current technical situation.
Identify what the customer uncovered during the evaluation of its systems, the technical challenges the customer is facing, and how the customer believes it can meet the challenges.
