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Account Selection Tool Solution – Cisco, Partners

Accounts
Acct 1 Acct 2 Acct 3 Acct 4 Acct 5 6 Acct

Focus Description
The software solution offers a compelling value proposition for the account, focuses on a
Solution
potential business need or business problem known in the industry
The customer has validated a potential need for a solution in this area, and feel there is a
Customer Willingness &
Environment sense of urgency to address the need, customer funding sources and executive have been
identified
Our partnership has members who have presence in the account, strong Relationships at
Account Presence & multiple levels and have access to potential decision makers and software buyers (CFO, IT)
Perception
for this solution
The customer uses Cisco Software and desires financial predictability, simple management
Software Licensing
of environment, vendor consolidation, and/or decreased services renewal cost.
The software consumption aligns with the customers 3-5 year strategic and commercial
Strategic Vision
vision e.g. the right suites and the right commercial profile
Total Score

Assessment Criteria
5 The partner strongly agrees with this statement Grading Scale
4 The partner mostly agrees with this statement “A” range: 23-25 Sweet
“B” range: 20-22 Spot
3 The partner agrees with this statement
“C” range: 17-19
2 The partner somewhat disagrees with this statement “D” range: 14-16
1 The partner disagrees with this statement “F” range: <14