Which represents a customer opportunity?

Question

Options

• ARegulations around the customer's products are being eased, opening up new markets
• BCustomer sat is pointing to a problem with warranty support
• CA competitor to Cisco is exiting the market
• DThe IT department has more budget to spend on network capacity

• A
  81% (30)
• B
  3% (1)
• C
  11% (4)
• D
  5% (2)

Explanation

Option A is correct because eased regulations that open new markets represent an external business opportunity for the customer - they can now expand into areas previously restricted, which is the textbook definition of an opportunity in frameworks like SWOT analysis.

Why the distractors are wrong:

• B describes a customer problem (poor warranty satisfaction), not an opportunity - it signals something broken that needs fixing.
• C benefits Cisco, not the customer; a competitor exiting the market is a vendor opportunity, not a customer one.
• D describes a buying signal or budget availability - it tells you the customer can spend, but having budget is not itself a business opportunity for the customer's operations.

Memory tip: Think SWOT - an opportunity is always an external factor that opens new potential for the customer's business. If it helps the vendor (C) or describes an internal problem (B) or just shows purchasing power (D), it's not a customer opportunity.

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