Page 55 - SCSL - SCSL - Cisco Enterprise Agreement Value Selling Workshop v6.1

Cisco ONE EA

ELA OVERVIEW
ELA OVERVIEW
• $2.03M TCV Why EA
• $2.03M TCV
• Cisco ONE – WAN,
• Cisco ONE – WAN,
Access Switching and • Financial Predictability - Made budgeting easy
Access Switching and
Wireless • Built In Growth of 20% - Fewer procurement cycles
Wireless
• 5 year term
• 5 year term
DEAL MECHANICS • Simplification - Easier to procure and manage licenses
DEAL MECHANICS
• Insertion point: Network • Cost Savings - TCO analysis demonstrated 21.5% savings
• Insertion point: Network
Refresh for (3) large sites
Refresh for (3) large sites
• CIO had a 4 year • Understood value of an ELA Buying Program
• CIO had a 4 year
technology plan including
technology plan including
complete refresh over next EA Lessons Learned
complete refresh over next
2.5 years
2.5 years
• Forecasted growth over • 300% Increase the deal size
• Forecasted growth over
20%
20%
• Worked with IT and • $1.5M Pulled forward in additional bookings
• Who: Worked with IT and
Business stakeholders. • Packaged offerings to help sell cross architecturally
Business stakeholders.
(CIO, IT, Procurement)
PARTNER
(CIO, IT, Procurement)
• Groupware “Once we presented the EA, the customer was motivated to expand the Cisco
• Provided additional footprint and do it now” – (SW Product Specialist)
services