Page 55 - SCSL - Cisco Enterprise Agreement Value Selling Workshop v6.3

How EA Met Customer’s Needs

The Opportunity The Solution

➢ Customer’s infrastructure is 100% outsourced ➢ Bring infrastructure management in house
➢ Software procurement and licensing is complex, requiring ➢ Sign a 3 year Cisco ONE EA using Cisco Capital covering
negotiations with multiple vendors DC Switching, WAN, Access Switching & Wireless

➢ Budgeting can be unpredictable ➢ Gain the ability to consolidate vendors with a more simple
and flexible software consumption model

The Value

➢ Centralized Network Management (Prime Infrastructure)
➢ Software-Defined Network Segmentation (TrustSec)
➢ WAN Optimization and Application Acceleration (IWAN)
➢ Role-based Access (Identity Services Engine)
➢ Customer has typically looked at Cisco as just a hardware vendor. Cisco's Software EAs has helped elevated our
status/relevance as being one of Customer’s strategic software vendor relationships.. – Graham Sheppard, Systems Engineer,
Sales
➢ Customer has set out to established EA relationships with their top 3 Strategic IT partners, they include Cisco, Microsoft and
SAP. Customer values the EA concept so they expand the use of Cisco ONE and Unified Communications licensing
throughout their business to achieve higher market share and profits. Customer’s goal is to achieve a high ROV (Return on
Value) and they feel establishing partnerships with their partners helps them achieve their goal. The EA’s bundled with a 3 year
SmartNet renewal has grown the deal for both the product and the Advanced Services teams. This deal also opens the door for
additional Professional Service opportunities in the coming years. – Dave Dechiara, Account Manager