Page 25 - SCSL - Nov 2017

Account Selection Tool Solution – Cisco, Partners

Accounts

Acct 1 Acct 2 Acct 3 Acct 4 Acct 5 6 Acct Acct 7 Acct 8 9 Acct Acct 10

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 sense
Customer Willingness & of urgency to address the need, customer funding sources and executive have been identified
Environment

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,
Perception
Licensing Buyer) for this solution
The customer uses Cisco Software and desires financial predictability, simple management
Software Licensing
of environment, and/or vendor consolidation
The software consumption aligns with the customers 3-5 year strategic vision.
Strategic Vision

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
3 The partner agrees with this statement “B” range: 20-22 Spot
“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