Page 68 - SCSL - Cisco Enterprise Agreement Value Selling Workshop v6.3

1. Gather Customer Intel: Legal Process, Financial Process, Booking Process

2. Know the Maintenance Status (SWSS, SNTC) of your customer

3. How does the Customer perceive EA/multi-year deals?

4. Know what Cisco ONE Software the customer is currently using

5. Understand the decision makers and influencers

6. Gather EUIF information: device counts, affiliates, etc.

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