1. Looking for Images? Go to www.fotolia.com and search for the image. In the images section of the storyboard page, type in the picture #. We will then go in and download that image.www.fotolia.com Standard Font: We will be using Tahoma 11pt font for the storyboard (which translates to Tahoma 13pt in Composica), so please verify that fonts stay this size otherwise it may cause pages to be split into multiple pages. Widgets: Click the link, http://lmsapp01/composic a/courses/_widgets/ to view samples of widgets you can use in the course. Type in the name of the widget in the Notes to Developer section for that page. http://lmsapp01/composic a/courses/_widgets/ Need Design Ideas? Click this link, http://lmsapp01/composic a/courses/examples-of- content/ to view samples of pages we’ve created for other courses. Type the example title in the notes section for that page. http://lmsapp01/composic a/courses/examples-of- content/ Instructions for Use: The first several pages are design template samples. If you want to add one to a page, highlight the entire table and copy and paste it on the page you want. After the storyboard is complete, feel free to remove the design template pages. Or keep them if you’d like. They are there to help you. On page 6, fill out the information as best you can. Also, update the outline to reflect the outline of your course. This helps us create the course structure. On each design template, make sure to include the Page Title and the Page Number IMPORTANT: Before making any changes to the storyboard, verify that Track Changes is turned on. To do this, please go to Review -> Track Changes. This will help our team know what was changed on each page.

2. Page Title: Page Number: Course Title: Advanced BD Module 2 (Understanding the Customer) Information Needed for the Elearning DEV team Total Pages: TBD Go Live Date: TBD Course Skin: TBD Storyboarded by: Sean Ward, M.Ed., DateReviewer NameNotes ##/##/## Revision History

3. Page Title: Page Number: Introduction Image placeholder for Ravi IT Services Landscape Image placeholder for Olivia Forces and factors affecting IT… Customer buying trends… Determine how TEK can help achieve business needs. Image 1

4. Page Title: Page Number: Customer Landscapes for GS Solutions Image placeholder for Ravi Image 1 Image 2 Unfavorable Landscape for GS Solution Favorable Landscape for GS Solution

5. Page Title: Page Number: Gain a 360 degree view of the customer Identify accounts you should partner with Global Services, and why Module Two Objectivesholder Image placeholder for narrator Understanding the Customer Image 1

6. Page Title: Page Number: Favorable Customer Characteristicsholder Customer Landscape Image placeholder for narrator Image 1 What customer characteristics lend themselves to Global Services opportunities?

7. Page Title: Page Number: holder Customer Landscape Economic Landscape Competitive Landscape Political Landscape Operational Landscape Does the company have working capital available to put towards IT services? Can we overcome the competition? Do we have relationships with people of power and influence? Do we have a contract vehicle that supports TEK’s services? Image 1Image 2Image 3Image 4 Customer Landscape

8. Page Title: Page Number: Customer Landscape – 360 Viewholder Image placeholder for narrator Image placeholder for Ravi Image placeholder for James Image 1

9. Page Title: Page Number: Political Landscapeholder Image placeholder for James Political Landscape Power & Influence Economic Buyer ChampionCoachEnemy

10. Page Title: Page Number: Economic Landscapeholder Image placeholder for James Economic Landscape Business Driver & Needs Business Description Financials Key Business Issues

11. Page Title: Page Number: Operational Landscapeholder Image placeholder for James Decision Process Decision Criteria Operational Landscape

12. Page Title: Page Number: Competitive Landscapeholder IT Staffing Providers Recruiting Centric $ ITO Providers Delivery Centric $$ IT System Integrators Technology Centric $$$ IT Solution Providers Vertical Centric $$$$ Accenture, Deloitte, Cap Gemini IBM, ERP Niche Firms TCS, Wipro, Infosys, Cognizant RHI, Manpower Competitive Landscape Image 1 Who do they do business with and why? What other companies are bidding on the project?

13. Page Title: Page Number: Landscape Summary Workbook Activityholder Complete the Landscape Development activity in your workbook. Workbook Activity

14. Page Title: Page Number: Customer Landscape Summaryholder Customer Landscape Economic Landscape Competitive Landscape Political Landscape Operational Landscape Can we overcome the competition? Do we have relationships with people of power and influence? Do we have a contract vehicle that supports TEK’s services? Image 1Image 2Image 3Image 4 Does the company have working capital available to put towards IT services?