Page 47 - FY18 Advanced Services Strategic Plan

US Public Sector region heat map

Criteria Customer Type Sample Customers Future Growth Focus*
USPS Mature Focus Customers • US Department of Defense CNS Portfolio targets:
• SLT Decision to go “AS Everywhere” • National Intelligence Agencies • Managed Services (CRMS) and/or
• AS Delivery Management Capability • Large Federal Civilian Agencies Cloud Services (XaaS)
H • Service Sales Specialist with AS Focus • Large State Governments • Managed Security Services
• Large Metropolitan Areas
• Healthy Margins
• GSE Test Services
• Major Universities Journey Maps target:
• Vertical and/or IT Transformation
• Technical
Mature AS Footprint & Sales Coverage • Mid-Size Federal Agencies CNS Portfolio targets:
• Broad Customer Engagements • Mid-Size Metropolitan Areas • HTOM & HTTS Services
• AS Delivery Management Capability • Mid-Tier Universities • Managed Security Service
(Transaction)
M • Service Sales Specialist with AS Focus • GSE Test Services (Transaction)
• Healthy Margins
Cloud Services (XaaS) - as needed
Journey Maps target:
• Technical - as needed
Patchy AS Footprint & Sales Coverage Small City/County Governments Journey Maps, CNS, Security –
• Some Customer Engagement By Exception Only
L • Limited AS Delivery Management Capability
• Few Service Sales Specialists
• Mixed Margins, some risk Exposure
No AS Footprint & Sales Coverage Small City/County Governments
• Few/No Customer Engagements *Note: Entrepreneurial,
Rest • Remote Delivery by Default collaborative GTM motion to
• No Service Sales Specialists drive growth above and beyond
• Investment needed, low margin, high risk core portfolio offerings

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