[MUSIC] Welcome to lecture three, market and sell product. One of the most important things the CIU should do, is to define the product offering and sell it to his clients internally and externally. When I took the plane from Paris to New York a few years, I was very happy because I had eight hours of work that I could do. I did it, and I produced a good document for my team. But when I arrived at JFK, I lost my pc or it was stolen. I looked at it for hours, could not find it. So then I call IT number and told them about my ordeal, and they said don't worry, everything is set up so that tomorrow morning you will have a new laptop with all your information and data on it. It will be ready by eight in the management of BCG. And actually, the next morning at 8:00 AM, I found exactly my laptop, all copy of it, with everything that was on it before the plane, of course, because I couldn't synchronize in the plane. I was amazed, this was a fantastic experience. From this moment on, I would never complain again about this G product policy, and the fact that everything is Because this quality of service was only made possible through extreme. This is, in a nutshell, what this lecture is about. What product offering should you offer? What should your CIO promote? How should you do it beyond the product offering? What architecture do you need to put in place? What type of clients should you target? How should you segment your clients? Because there will be tension everyone wants to have the new tablet, iPod, whatever smartphone that is out. But you cannot provide all of them sometimes, or you have to have very definite policies for that. So you have to manage attentions between what the client wants and what you can provide and find ways to go and break compromises. So this is a story that will be at the heart of the lecture, and I would like to conclude before going to the video by this quote from Auguste Detoeuf. So the quote is never complain about a difficult client, because he makes you progress. Treat the others even better: they are the reason why you make profits. Let's go and see how this young man becomes a salesman