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| Section | Weight | Objectives |
|---|---|---|
| Sales Approach & Value Proposition | 25% | - Client needs assessment - Positioning and differentiation - ROI and business outcomes |
| Deployment & Licensing | 15% | - Licensing models - Basic implementation overview |
| IBM Social Software & Unified Communications Solutions | 30% | - Use cases and business value - Product portfolio overview - Key features and benefits |
| Sales Process & Tools | 10% | - Support and enablement - IBM sales resources |
| Competitive Landscape | 20% | - IBM competitive advantages - Competitor solutions comparison |
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