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Situation Complication/Challenge Implication/Impact

Set out the customer’s situation Set out the customer’s complication Set out the implication of having
-Vertical market or challenge – their pain points these complications/challenges in
-Size e.g. the business:
-Employees - Different management systems e.g.
-Revenue & profit - Infrastructure old and slow - IT under- resourced
-Markets they operate in - Communication not working - High TCO
-Growing/shrinking? between employees - Poor customer service
-Anything else of interest - Etc etc - Losing market share

Position Action Benefit

Explain the position the company Explain what you are going to do to Explain what will be the resulting
now find themselves in, e.g. remedy this, e.g. benefits to the business, e.g.
- Market growing but losing - Implement Cisco’s Hosted -Lower TCO thru better use of
marketshare Collaboration solutions resources (IT & staff)
- High TCO and poor staff morale -Agile and flexible IT infrastructure
- IT not supporting business that will support business growth
- Compliance issues -- Better communication and better
-- High travel costs customer support
-- More control over information
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Cisco Confidential 148