Page 38 - CBSP

Partner Capabilities and Value Alignment

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

Architecture ENGAGE ASSESS ARCHITECT CLOSE DEPLOY and OPTIMIZE
Consulting

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