Page 34 - CiscoPS15 BT_AUX_EcoSystem Template

Partner Capabilities and Value Alignment

Cisco Customer Discovery Identify and Design Proof of Value Offer and Accept Realize Customer Value
BOA

BV Engage Gather & Analyze Build & Validate Present & Gain Implement & Evolve
Method

1. Knowledge of 1. Deeper LoB / 1. Bus & tech 1. Final internal quality 1. Sol. deployment
Partner industry & stakeholder architecture execution
Value customer’s business penetration and alignment / roadmap control and due
Oppty qualification socialization 2. SW dev/ integrat.
and 2. Bus reqs and 2. SW dev / integration diligence 3. EU / bus
Capabilities 3. desired outcomes 2. Current state 3. Gap analysis and 2. 3rd party
definition analysis (tech and outcomes UAT by
4. Preliminary use bus) – benchmark / recommendations relationships persona
case definition, baseline current perf 4. Operational 4. Analyze
alignment, and established improvement
success criteria 3. Operational readiness / bus 3. SLA’s established relative to
definition readiness process planning 4. Proposal – business baseline
5. End user adoption 5. 30-60-90 checkpt
4. Specific persona, planning case and SOW & bus case
use case alignment 6. Business outcomes alignment
& success criteria test plan definition 6. QBR
definition