Network Map: Applying Knowledge to the Strategic Selling Process

Jeffrey D. Kenyon and Peter L. Briggs

The Network Map application leverages an existing corporate data repository to provide a synoptic view of the telecommunications services provided by U S WEST to a large business client. The phased architecture uses a server to generate data portfolios (consisting of HTML and hyperbolic tree data files) on a weekly basis; at the end user’s convenience, the portfolios are downloaded on to their local computer, where they may be viewed through a standard WWW browser. By providing these data as part of the standard sales support given to all account representatives, we reduce the sales cycle by eliminating time formerly required to manually assemble a synoptic view, and allow the account representative to focus upon building a consultative relationship with the customer.


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