Page 40 - FY18 Advanced Services Strategic Plan

GSP geographic strategic profile

AMERICAS EMEAR APJ
• Joint Account Segmentation, Planning and Review: Sales agreed in principle to review Services segmentation methodology, theatres to
confirm/drive final consensus and align on joint naming convention. FY18 Integrated Account plans to be created and reviewed on ongoing basis to
enable tracking of strategy and targets.
• One Services Account Level Data: bring together AS and TS renewals information, IB, TAC, AS Architecture insights and Services Financial trends
into one cohesive view. Identify highly targeted opportunities for BD and Sales. Build on TS Americas pilot – combined with AS Account level data
(Cisco Sales Accelerator Tool).
• Focus on Enablement for all Field resources:
Joint Sales • Sales Enablement: Coordinated enablement efforts via GSP Services Hub. Developing integrated product/services messaging & training,
integral in Sales Summit. Focus on enablement activities designed for seller profile and account segment requirements.
and Services • Services Enablement: Focus on One Services development of SDEs – as support to Sales acceleration
Commitments • Compensation aligned to Sales Acceleration goals: to incentivize positioning of the right offers in the right accounts. Critical are SPIFFs to encourage
better AS bookings linearity and plan overachievement (Q1/Q2 focus). Joint development of bonus programs.
• Acceleration of SP Big Bets tied to key Customer Journeys: Mass Scale Networking, Automation, Applications B2C, Enterprise B2B
• Simplify to Grow: Arm Sales force, Clarify Engagement, Ease Transaction, Upsell Premium
• Expand to New TAM: Roadmap to SW, Package Incubation, Create ‘Easy Buttons’ for Market Transitions
• Seed Longer Term Growth: Invest in 5G Readiness, Advance Analytics and IOT
• Alignment on Investment Priorities: work with AS Practices and TS to categorize and prioritize investment opportunities that will drive growth across
the 3 Horizons. Includes specific CMS investment in incremental BDs in Americas and EMEAR
• Build Next Generation Talent: Growth underpinned by an integrated GSP Talent+Culture+Scale strategy

Strategic Accounts
(Target Accounts
to satisfying the
Penetration metric)

For all regions – we have defined a defend, expand or innovate in all for each Top and Medium Touch account. Medium Touch accounts present the greatest opportunity for penetration –
particularly those with an Expand or Innovate focus as they are poised to become the next generation of T1 accounts. Our Long Tail/Scale accounts are underpenetrated with growth opportunities
given the right Scale GTM model and offer.
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