Page 63 - SCSL - SCSL - Cisco Enterprise Agreement Value Selling Workshop v6.1
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Collab EA Exec Pitch (example telco customer)
What drivers are influencing or • Their market is increasingly commoditised.
Drivers affecting this customer’s • Margins are being squeezed by new competition.
overriding objectives?
• They need to improve their competitiveness.
What are this customer’s goals • Reduce the cost of managing their infrastructure / licenses.
Goals in light of these internal or • Improve the productivity and efficiency of their staff.
external drivers? • Leverage economies of scale with suppliers.
• Lack of clear auditability of communications estate.
What obstacles are making it
difficult for them to achieve • Multiple vendor strategy, lacks optimum economies of scale.
Problem
their goals? • Problems tracking and predicting software licence costs.
What would they see if you • Improve staff productivity by reducing collab complexity.
helped them eliminate these • Reduce software management / administrative overhead.
Value obstacles? • Grow without increase cost - Free organic growth.
For whom have you helped • HSBC – Reduced collab complexity for 270,000 employees
solve a similar problem? • KeyCorp – Simplified licence mngt & budget predictability.
Proof • Duke University – Benefited from free organic growth.
