Page 15 - CCCS - Multicloud & CloudCenter Sales Bootcamp

Customer 8 Decision Makers and Influencers

Traditional Cisco relationships

Head of Cloud Program 1 App owner (LoB) 1 CISO CIO
Rohit David John Jane
▪ Aims for cloud-level infrastructure ▪ Aims to increase flexibility and lower ▪ Aims to meet compliance and ▪ Converge employee and customer
(cheap components, resiliency on a dependence from traditional IT to drive regulations even as new applications needs to increase relevance of business-
software level) quicker app improvement cycles are constantly being built critical applications
▪ Struggles with IT, wants to reduce their ▪ Does not care about costs as long as the ▪ Deals with increased security ▪ Requires high-level visibility and
operating costs significantly, change overall ROI justifies investments vulnerability as a result of hybrid cloud analytics to drive business decisions and
their culture/mindset ▪ Has to satisfy user demands for environment respond to operational issues
▪ Forces clear communication and functionality and performance; struggles ▪ Seeks single vendor solution that ▪ Drives overall infrastructure, network,
transparency from vendors on what with security, compliance, and other simplifies security policies across the and security decisions with overall
their products can and cannot deliver procedural IT requirements organization for all teams brand image in mind

Head of App Dev. 1 Customer’s SI/Partner Head of Infrastructure & IT Head of Networking
Megan Ken Ops Mary
▪ Aims to build infrastructure that can be ▪ Aims to remove roadblocks for Sheryl ▪ Aims to simplify network maintenance
maintained through automation and application migrations ▪ Aims to lower infrastructure costs while needs on a day-to-day basis
addressed as code by developers ▪ Interested in expert support to convince increasing development flexibility ▪ Faces challenges from coordinating
▪ Prioritizes platforms that maximize key influencers (CISO, Head of ▪ Balances environment needs between demands and needs from multiple
visibility to identify release issues Networking) towards a quick solution business and development teams teams with disparate goals
before they impact production ▪ May not be provider agnostics but will ▪ Chooses vendors with goal of avoiding ▪ Ensures teams have necessary tools to
▪ Pushes for IT decisions that reduce have to accept if customer has a large lock-in to outdated products after long respond quickly to network outages/
dependency on IT for production Cisco install base deployment cycle issues
environments over time (e.g., by moving ▪ Monitors performance, health and
to the cloud) availability of applications and IT services

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Note: Detailed empathy maps for customer personas see "Tailor your message" section
1 Most often found as a role, not a title