Page 66 - SCSL - Cisco Enterprise Agreement Value Selling Workshop v6.3
P. 66
Getting Started: The Process
1 2 3
• Identify Targets • Qualify opportunity • Pitch the offer
• Engage Cisco Software Seller • Cisco submit for Install Base • Mutual Action Plan
Assessment
• Agree Roles & Responsibilities with • Close Deal
Cisco Account Team • Agree to device count
• Finalize Customer Success
• Register opportunity in OIP/TIP • Do financial analysis Plan
• Agree on Lifecycle Management • Partner determines pricing • Initiate Adoption Delivery
Approach
• Cross-Sell More Suites
