Page 76 - Enterprise Licence Agreement - ELA

Preparation (example telco customer)

Drivers What internal or external drivers are • Their market is increasingly commoditised.
Goals influencing or affecting your partners • They need to significantly reduce their costs.
Problem overriding objectives? • They need to improve their competitiveness.
Value
Proof What are your partners goals in light • Reduce the cost of managing my infrastructure / licenses.
of these internal or external drivers? • Improve the productivity of my staff.
• Leverage economies of scale with all suppliers.

What obstacles are preventing them • Lack of clear auditability of communications estate.
or making it difficult for them to • Multiple vendor strategy, lacking optimum economies of
achieve their goals? scale.

What tangible or intangible benefits • Improve staff productivity by reducing collab complexity.
would they see if you helped them • Reduce software management / administrative overhead.
eliminate these obstacles? • Grow without cost - Free organic growth.

For whom have you helped solve a • HSBC – Reduced collab complexity for 270,000 employees
similar problem? What concrete • KeyCorp – Simplified licence mngt & budget predictability.
benefits/ROI did they see? • Duke University – Benefited from free organic growth.