Account Discovery Stage1 Preso

Collaboration: Stage 1
Collaboration Architecture: Account Discovery
Presented By: Amy Ryan

Collaboration Technical Solutions Architect
World Wide Sales Training
What we’ve covered so far…
Collaboration vision and architecture
Key market trends and business issues impacting customers
Common use cases to deliver key business outcomes
Account discovery and opportunity qualification
© 2018 Cisco and/or its affiliates. All rights reserved. Cisco Confidential
In this module…
How to identify opportunities
Key qualifying questions to ask
Understanding the competitive landscape
Where to find more information
Identifying opportunities
Calling Meetings Team Customer

Collaboration Journey
Solutions
Initial Discovery
Is this a new collaboration customer?
Is this an existing Cisco collaboration customer?
Is there a competitor in the account?
Discovery: Calling
New Customer Existing Customer
Things to • Legacy solutions/Non-Cisco phones • Are the desktop endpoints End of Sale?
• M obile workforce initiative • Is video being leveraged in m eeting room s?
look for
• Organizational growth
• Are you considering m oving to the cloud? • Are you considering m oving to the cloud?
Questions to • Have you established who will provide • Do you have a BYOD strategy?
Ask support for your calling solution? • Are you leveraging the current solution to
integrate with day to day business
applications?
Competitive • W hat is your existing voice investm ent? • Are you using O365?
• How are you supporting rem ote resources? • Does the current solution support open
Insights
standards?
Discovery: Meetings
Things to • Is there another com pany / com petitor in • W hat is their W ebex version? Is it locked
the m eeting invite? down?
look for
• Do they have video endpoints? • Do they have video endpoints?
• How are they supporting audio spend?
• How do users m eet today? • W hat do you consider a successful
Questions to
• W here do your users work (office, rem ote)? m eeting?
Ask • Are they adding new locations or • Is your current m eeting platform integrated
redesigning workspaces? with your calling and / or video platform ?
• Are you using audio, web or video • Is your current m eetings integrated with
conferencing? W hat’s the usage of each? your calendar app?
Competitive • How are you supporting rem ote resources? • Is the join experience easy, from any
• On-Prem ise or Cloud? device, anywhere?
Insights
• Do you feel your users are productive and • Are there other m eetings applications
the current solution is efficient? deployed?
Discovery: Team Collaboration
Things to • Com plex ecosystem s with lots of external • Currently using Jabber for IM
collaboration requirem ents • Departm ents where there is project based
look for
• Departm ents where there is project based work (HR R&D, IT)
work (HR, R&D, IT)
• How do your users engage 1-1? • W hat application do you use for instant
Questions to
• How do you users engage in groups? m essaging?
Ask • W here do you users work? • Does your com pany support the ability to
• How do your users share inform ation/data collaborate outside your organization?
today? • W hat is the ability of your custom er to
collaborate before, during and after a
m eeting/project flow?
Competitive • From a business workflow, do you • Are they a current M icrosoft O365 or Slack
collaborate with users outside of your user?
Insights
organization? • Do you find your users using personal chat
clients for business use?
Discovery: Customer Journey Solutions
Things to • Does their web site offer m ultiple form s of • Be fam iliar with their business to know what
interactions – chat, web, em ail, scheduled type of service they would be supporting.
look for
callback? • Check out any new channels they are
offering to their custom ers.
• Do you have contact centers? • Do you have any m ajor contact center
Questions to
• Is it service or sales oriented? projects underway?
Ask • W here are they located?
• Hom e or offshore agents?
Competitive • W hat solution providers are in place in your • W hat type of vendor integrations are in
contact centers? place today and what key new solutions are
Insights
they looking at in the next 12-18 m onths?
Key Opportunities in your Accounts
Calling Meetings Team Customer

Collaboration Journey
Solutions
Where to find more information…
• Collaboration Use Cases: sellcollab.cisco.com
• Collaboration Hub: cs.co/collabhub
• Refresh Collab Portal: https://refreshcollab.cisco.com/webportal/home
• Project Workplace Portal: https://projectworkplace.cisco.com/#/en-us
• Collaboration Customer Case Studies:
https://www.cisco.com/c/en/us/about/case-studies-customer-success-
stories/customer-stories-listing.html
• Collaboration Competitive Page: cs.co/collaborationcompete

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Account Discovery Stage1 Preso

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Collaboration: Stage 1

Collaboration Architecture: Account Discovery

Presented By: Amy Ryan

Collaboration vision and architecture

Key market trends and business issues impacting customers

Common use cases to deliver key business outcomes

Account discovery and opportunity qualification

How to identify opportunities

Key qualifying questions to ask

Understanding the competitive landscape

Where to find more information

Calling Meetings Team Customer

Is this a new collaboration customer?

Is this an existing Cisco collaboration customer?

Is there a competitor in the account?

Calling Meetings Team Customer

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