Page 30 - SCSL - SCSL - Cisco Enterprise Agreement Value Selling Workshop v6.1

Customer Lifecycle Management

Drive
Adoption A software-centric, virtuous cycle that delivers Recurring Value to customers and
Recurring Revenue to Cisco Partners enabled by strategic buying programs

Realized Principles
Value of Cisco Customer Systematic
Platform and Up Sell and
Relationship Cross Sell Transition existing portfolio

Adopt Expand 1 to recurring revenue

Recurring Recurring 2 Deliver ongoing innovation to
increase customer value
Value Revenue
Improve price realization with
3 programmatic discounting

Ongoing Increased
Access to Commitment Fuel competitive displacement
Technology to Cisco 4 through cross-portfolio selling
Innovation Technology
Land Renew

Partner