The IT solution budget is provided by the business policy owner who needs to understand that the risk and cost of policy execution will be effectively resolved by the solution provider. The justification is formalised in a Business Case.

The business policy owner cares more about risk mitigation than cost, so the business case must robustly present both requirements with Key Performance Indicators [KPIs].

The solution set should be formalised with pre-sales services to engage the business policy owner and reassure them that risk and cost are both being managed. Formalisation also drives repeatability for higher profit or staff utilisation.

The IT vendor marketing team needs to open the business policy owners to engagement by the IT sales team by offering pre-sales engagement options, for example Stakeholder Workshop, Site Assessment, Demonstration, Pilot.