Page 67 - SCSL - SCSL - Cisco Enterprise Agreement Value Selling Workshop v6.1

Getting Started: The Process

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• Identify Targets • Qualify opportunity • Pitch the offer

• Engage Cisco Software Seller • Cisco submit for Install Base • Mutual Action Plan
Assessment
• Agree Roles & Responsibilities with • Close Deal
Cisco Account Team • Agree to device count
• Finalize Customer Success
• Register opportunity in OIP/TIP • Do financial analysis Plan
• Agree on Lifecycle Management • Partner determines pricing • Initiate Adoption Delivery
Approach
• Cross-Sell More Suites