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• Further Research to better 1) Choose a Sales Strategy
Understand Current Situation
• Attack, Walk, Change Criteria, Defend the
• Bring in Product Sales Fort, Establish a Beachhead
Specialist/ Pre-Sales
• Structures our approach and tactics
• Take Customer through HCS
ROI/TCO Tool 2) Envision Business Closure

• Bring in Cisco • Business Closure Event
• Business Closure Date
• Presentation to Key
stakeholders 3) Close Key stakeholders’ Decision
Criteria
• Pilot/Proof of Concept
• Prioritize Stakeholders
© 2012 Cisco and/or its affiliates. All rights reserved. • Identify General Approaches

– To resolve stakeholder needs
– To resolve stakeholder issues

4) Use a Closure Plan

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