4 Methodology FINANCIAL MODEL FRAMEWORK Constructed a financial model representative of the interviews using the TEI methodology and risk-adjusted the financial model based on issues and concerns of the interviewed organizations. COMPOSITE ORGANIZATIONS Designed a composite organization based on characteristics of the interviewed organizations. CUSTOMER INTERVIEWS Interviewed 8 decision-makers at organizations TEI to obtain data with respect to costs, benefits, and risks. Customer Interviews Industry Interviewee Title Revenue Cybersecurity SaaS VP of marketing $300 million SaaS Director of product marketing $120 million Telecommunications services Director of product marketing $60 million Legal document management Global director of product marketing $110 million Software development Senior director of research and innovation $40 million Service cloud Solution marketing leader for value $5 billion Operations management software Marketing and research strategist $85 million Cybersecurity Director of product marketing $4.3 billion
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