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- use case viable
- customer pain points (priority)
- customer segments + application + type of workload
- competitors (mkt growth)
change in customer = OR folks to IT and LoB mgrs (do u have a business solution?)
FICO known to be aggressive in pricing (major airlines)
if a competitor is mentioned it is almost always gurobi (amiee emery-ortiz) CHICAGO
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Southern company; all electric utilities; unit commitment problem; LP problem; JEREMY BLOOM for energy cases
Yanna Aggua (San Fran) Sales
Services Team: John Keiring --> senior ppl on his team that can
used to sell solvers; now we sell solutions
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