Page 27 - IMDE

Smart IB as a Process

A data driven process that reviews the coverage landscape by partner

and customer, selects target opportunities, and engages on the basis

of the following topics:

Pre and Post-Sale Attach
Uncovered installed base 1000+ partners FY15

Coverage Critical network coverage
Technology at risk (Security, DC, switching)

16,000+
Refresh planning (LDoS) reports FY16
Smart IB
Lifecycle Cisco Energy Management Suite
Holistic Cisco One
management
Approach Multi-Year and/or premium services
SMART adoption

Simplicity Reduction in the number of contracts 101% increase in deal
& end dates per customer
size FY16

© 2016 Engage ESM All Rights Reserved