Page 54 - SCSL - SCSL - Cisco Enterprise Agreement Value Selling Workshop v6.1

Cisco ONE EA

ELA OVERVIEW
ELA OVERVIEW
• $2.03M TCV Why EA
• $870K TCV
• Cisco ONE – WAN,
• Cisco ONE – WAN
Access Switching and • 4% to 5% TCO Savings on buying model alone
• 4 year term
Wireless
• 5 year term • Financial Predictability
DEAL MECHANICS
DEAL MECHANICS • Built In Growth of 20%
• Insertion point: Network
• Insertion point: Training
Session with Regional
Refresh for (3) large sites • Simplification - Easier to procure and manage licenses
Team about EA Buying
• CIO had a 4 year • Understood value of an ELA Buying Program
Platform
technology plan including
• Cisco Footprint: Routers,
complete refresh over next
Switches, DC and UC
2.5 years EA Lessons Learned
• Contact: IT Director, IT
• Forecasted growth over
Team, Procurement
20% • Consumption Model pulled deal forward 6 months
• Greenfield CiscoONE
• Worked with IT and
opportunity
Business stakeholders. • Account Team was open to present new buying model
(CIO, IT, Procurement)
PARTNER • OpenDNS – First year free high motivated them
• Groupware
• Provided additional • Absorbed small competitive footprint
services • Wanted to capitalize expenses / Revenue model was cost plus