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P. 38

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                                                           • Close Deal
                with Cisco Account Team                     • Agree to device count
                                                                                                        • Finalize Customer
             • Register opportunity in OIP/TIP              • Do financial analysis                        Success Plan

             • Agree Adoption Services                      • Partner determines pricing                • Initiate Adoption Delivery
                Approach
                                                                                                        • Cross-Sell More Suites
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