Page 21 - SCSL - SCSL - Cisco Enterprise Agreement Value Selling Workshop v6.1

Sales Winning Formula

(based on previous wins)

•Check target customer profile for each suite
•Leverage your existing customer base – target strongest relationships & opportunities first
Target the Right •Understand customer’s business goals & objectives - to align outcomes to software EA suite
Customers

•Usual contacts should apply for Collab, Security and Network
•EA will require additional commercial, legal & software contacts – Enterprise Level
Engage the •For EA suite and contacts – see detailed qualification guide
Right •Engage your Cisco sales support team early
Stakeholders

•Position software early in the sale - positioning late seen as cost hike by the customer
•Focus on business needs – not IT cost reduction - sell the wider value first – cost is a bonus!
•Understand business & stakeholder KPIs - who is targeted and will benefit from the outcome?
Sell More Value
Not Less Cost •Sell the business outcome value and leverage the case studies

•Proactive & joint monitoring of the business outcomes – Ensure business value is realised
•Drive supplier consolidation agenda – Expand into adjacent / new portfolio areas
Drive •Convert other services to EA – Easier up-sell and cross-sell
Adoption •Help create further adoption and consumption plans – Agree governance plan