Page 33 - SCSL - SCSL - Cisco Enterprise Agreement Value Selling Workshop v6.1

Drive Position Lifecycle Management Early
Adoption

• Position Partner as Life Cycle Advisor

• “Trusted Advisor” status elevates partner position
• Increased business relevance not just IT supplier
• Elevated level of contact

• Understand business stakeholders interests
• More Strategic Supplier
• Agree Business Outcomes
• Importance of Adoption

• Realizing & delivering business value for the customer
• Sales success for the Partner
• Competitive

• Services key to winning software business
• No prizes for being second…

LCA