Engage
ES&A Pre-Sales Support
Opportunity Identification
Solution Type
NW Assessment
DC Migration
Service Management Assessment
Solution Scope
Identify Pre-sales Support Resources
Identify Initial Skills Required
R/S NW, Compute, DC, Collab, etc.
Non-ES&A resources (CS, BAA)
Engage ES&A Mgrs
Validate Opp Skills needed with ES&A Mgrs
Engage EOM
Resource Owners
NA
DA skills
Joe Hubner - SDWAN, Optical Transport, Cisco SDA
Mel Jayawardena - Core R/S (LAN, WAN, Svc Pvder), Nexus switching/spine leaf
Bryan Doerr - VMware, storage & compute, Cisco ACI
Tyson Weihermuller - Voice/collab and Contact Center
PA skills
James Conaway
EA skills
Jimmy Newman
PC skills
Larry Steele
ADM
BCDR
Strat & Assess
DC
EMEA Svcs
Dan Axisa
Svc Mgmt
All Services
APAC
Mel
All Services
Identify IR's to be created
SSA creates IR's for pre-sales support
IR Process
DA, PA
IR TYPE:
Services - Infrastructure Solutions Pre-Sales Engagement
TYPE:
Domain Architecture (Tech. Practices)
PRIMARY SOLUTION AREA:
PA: Principal Archihtect - Engineering Leadership
DA: Select appropriate DA area
SALES AREA:
Select
CSE:
Lookup
TECHNICAL ARCHTECT (Optional):
Lookup
SOLUTION AREA:
Select
SUBJECT:
Brief description
DESCRIPTION:
Detailed description of the project including pre-sales resource support needed
NOTIFY MANAGER:
DA Mgrs
Joe Hubner
Mel Jayawardena
Bryan Doerr
Tyson Weihermuller
EA
IR TYPE:
Services - Infrastructure Solutions Pre-Sales Engagement
TYPE:
Enterprise Architecture
PRIMARY SOLUTION AREA:
Enterprise Architect Team
SALES AREA:
Select
CSE:
Lookup
TECHNICAL ARCHTECT (Optional):
Lookup
SOLUTION AREA:
Select
SUBJECT:
Brief description
DESCRIPTION:
Detailed description of the project including pre-sales resource support needed
NOTIFY MANAGER:
EA Mgr
Jimmy Newman
PC
IR TYPE:
Services - Infrastructure Solutions Pre-Sales Engagement
TYPE:
Enterprise Solutions
PRIMARY SOLUTION AREA:
Assessment & Strategy Consulting
SALES AREA:
Select
CSE:
Lookup
TECHNICAL ARCHTECT (Optional):
Lookup
SOLUTION AREA:
Select
SUBJECT:
Brief description
DESCRIPTION:
Detailed description of the project including pre-sales resource support needed
NOTIFY MANAGER:
PC Mgr
Larry Steele
Svc Mgmt & ITSM
IR TYPE:
Services - Infrastructure Solutions Pre-Sales Engagement
TYPE:
Enterprise Solutions
PRIMARY SOLUTION AREA:
Enteprise Service Management
SALES AREA:
Select
CSE:
Lookup
TECHNICAL ARCHTECT (Optional):
Lookup
SOLUTION AREA:
Select
SUBJECT:
Brief description
DESCRIPTION:
Detailed description of the project including pre-sales resource support needed
NOTIFY MANAGER:
Svc Mgmt Mgr
Dan Axisa
SRC
IR TYPE:
Services - Service Request Center (Quote & SoW Support)
SRC TYPE:
Professiona Services
FUNDING SOURCE:
Select
FUNDING SOURCE DETAILS (Optional):
Select
SOW FORMAT:
Select
CSE or TA:
Lookup
SALES P&L:
Select
SUBJECT:
Brief description
DESCRIPTION:
Detailed description of the project
NOTIFY SRC:
Change Status to "New - Approved By Solution Team"
Triggers SRC review
Engage non-ES&A Mgrs
Validate Opp Skills needed with non-ES&A Mgrs
Resource Owners
Security, etc.
Identify IR's to be created
SSA creates IR's for pre-sales support
Open Pre-sales IR's
IR Process
CS
IR TYPE:
Based on CS Mgr input
TYPE:
Based on CS Mgr input
PRIMARY SOLUTION AREA:
Based on CS Mgr input
SALES AREA:
Select
CSE:
Lookup
TECHNICAL ARCHTECT (Optional):
Lookup
SOLUTION AREA:
Select
SUBJECT:
Brief description
DESCRIPTION:
Detailed description of the project including pre-sales resource support needed
NOTIFY MANAGER:
IR created
BAA
IR TYPE:
Based on CS Mgr input
TYPE:
Based on CS Mgr input
PRIMARY SOLUTION AREA:
Based on BAA Mgr input
SALES AREA:
Select
CSE:
Lookup
TECHNICAL ARCHTECT (Optional):
Lookup
SOLUTION AREA:
Select
SUBJECT:
Brief description
DESCRIPTION:
Detailed description of the project including pre-sales resource support needed
NOTIFY MANAGER:
IR created
Finalize SOW
Review SOW and LOE with Sales Team
Finalize documents with Sales and Pre-Sales team
Get peer review on solution scope/tasks/pricing
Engage SRC for customer ready SOW
Upload docs to SRC record
Change SRC record status to assign to SRC team
Submit approved SOW to sales for customer delivery
Notify Pre-sales team to update IR's
Engage Pre-sales Team
Validate all Opp IR's have been assigned
ES&A
CS/BAA
Schedule Meeting with Pre-sales team
Review account history and background
Review project scope
Establish SOW timeline
Define scoping tasks & assignments
SOW
LOE
Solution Creation (DA/PA)
Review Draft Documents with team
SOW
LOE
Decision Point
Timing of Resources Need?
Estimated start < 45 days?
Can be filled internally?
Yes - follow normal process
No - engage a Partner NOW!
Estimated start > 45 days?
Assume internal resource - follow normal process