Page 32 - SCSL - Buying Models Business Outcome Workshop

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

Our partnership has members who have presence in the account, strong Relationships
Account Presence & at multiple levels and have access to potential decision makers and software buyers
Perception
(CFO, Licensing Buyer) for this solution
The customer uses Cisco Software and desires financial predictability, simple
Software Licensing management of environment, and/or vendor consolidation
The software consumption aligns with the customers 3-5 year strategic and commercial
Strategic Vision vision e.g. the right suites and the right commercial profile

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