Page 24 - SCSL - Cisco Enterprise Agreement Value Selling Workshop v6.1

Account Selection Tool Solution – Cisco, Partners

Accounts

Acct 1 Acct 2 Acct 3 Acct 4 Acct 5 6 Acct Acct 7 Acct 8 9 Acct Acct 10

Focus Description

We have existing senior IT, Finance and Business relationships e.g. CFO, IT Director, COO and
Relationships
have a strong Cisco footprint.
We know that the customer and / or industry segment has needs that would be satisfied by the
Known Customer Need solution suite and / or EA e.g. improved compliance and asset management, reduce
operational costs, potential vendor consolidation etc.
EMEA: Should have 3
The account is known, or is likely to have, centralized decision making, not multiple accounts in mind already
Account Structure autonomous regions / offices.
Discuss low and high

The customer uses Cisco Software and is happy with the service and value being delivered – no selection reasons
Software Licensing
major / known issues.
The software consumption aligns with the customers 3-5 year strategic vision.
Strategic Vision

Total Score

Assessment Criteria
5 The partner strongly agrees with this statement Grading Scale
4 The partner mostly agrees with this statement “A” range: 23-25 Sweet
3 The partner agrees with this statement “B” range: 20-22 Spot
“C” range: 17-19
2 The partner somewhat disagrees with this statement “D” range: 14-16
1 The partner disagrees with this statement “F” range: <14