Figure 1 The Context of Enterprise Purchases
Figure 2 Balancing Opportunity Size with Ability to Execute
Figure 3 Markets as Intersections of Audiences and Needs
Figure 4 Sample Account Relationship Categories and Objectives
Figure 5 Selecting Target Use Cases
Figure 6 Building a Use Case-Driven Value Story
Figure 7 Degree and Breadth of Solution Development
Figure 8 Selecting Target Industries and Use Cases
Figure 9 Evolution of Industry Specialization