You will meet with your potential customer for this exercise for approximately 20 minutes. Your preparation is to develop a plan for presenting ServiceBox in the best manner possible so that you can achieve your ultimate goal, having the heating contractor agree to a subscription. The case provides information about Service Box, its value proposition and a reference to a SaaS-based competitor of ServiceBox, ServiceMax. You can find information about their features and value proposition using the link provided. It is up to you to decide how much of this information to share in your pitch. You do not know much about the person you are meeting except that he is the owner of a heating and cooling contracting business. Your preparation should include deciding how to gather the information you need to pitch ServiceBox properly to the contractor. 

 

Prepare the ppt for the following assignment question using the below case study.

Case Study:

selling at servicebox (A): jon clifford's perspective