EngageES&A Pre-Sales Support - Map 1

HARD SKILL VS SOFT SKILL

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Decision Point

Timing of Resources Need?

Estimated start > 45 days?

Assume internal resource - follow normal process

Estimated start < 45 days?

Can be filled internally?

No - engage a Partner NOW!

Yes - follow normal process

Engage ES&A Pre-Sales Support

Engage Pre-sales Team

Review Draft Documents with team

Define scoping tasks & assignments

Solution Creation (DA/PA)

LOE

SOW

Establish SOW timeline

Review project scope

Review account history and background

Schedule Meeting with Pre-sales team

Validate all Opp IR's have been assigned

CS/BAA

ES&A

Finalize SOW

Notify Pre-sales team to update IR's

Submit approved SOW to sales for customer delivery

Engage SRC for customer ready SOW

Change SRC record status to assign to SRC team

Upload docs to SRC record

Finalize documents with Sales and Pre-Sales team

Get peer review on solution scope/tasks/pricing

Review SOW and LOE with Sales Team

Identify Pre-sales Support Resources

Engage non-ES&A Mgrs

Open Pre-sales IR's

BAA

Based on BAA Mgr input

IR created

Based on CS Mgr input

Validate Opp Skills needed with non-ES&A Mgrs

Security, etc.

Engage ES&A Mgrs

SSA creates IR's for pre-sales support

IR Process

SRC

NOTIFY SRC:

Change Status to "New - Approved By Solution Team"

Triggers SRC review

Detailed description of the project

SALES P&L:

CSE or TA:

SOW FORMAT:

FUNDING SOURCE DETAILS (Optional):

FUNDING SOURCE:

SRC TYPE:

Professiona Services

Services - Service Request Center (Quote & SoW Support)

Svc Mgmt & ITSM

Svc Mgmt Mgr

PRIMARY SOLUTION AREA:

Enteprise Service Management

PC Mgr

Assessment & Strategy Consulting

Enterprise Solutions

EA Mgr

Enterprise Architect Team

Enterprise Architecture

DA, PA

NOTIFY MANAGER:

DA Mgrs

Tyson Weihermuller

Bryan Doerr

Mel Jayawardena

Joe Hubner

DESCRIPTION:

Detailed description of the project including pre-sales resource support needed

SUBJECT:

Brief description

SOLUTION AREA:

TECHNICAL ARCHTECT (Optional):

CSE:

Lookup

SALES AREA:

Select

PRIMARY SOLUTION AREA:

DA: Select appropriate DA area

PA: Principal Archihtect - Engineering Leadership

TYPE:

Domain Architecture (Tech. Practices)

IR TYPE:

Services - Infrastructure Solutions Pre-Sales Engagement

Identify IR's to be created

Validate Opp Skills needed with ES&A Mgrs

Resource Owners

APAC

Mel

EMEA Svcs

Dan Axisa

All Services

Svc Mgmt

PC skills

Larry Steele

Strat & Assess

BCDR

ADM

EA skills

Jimmy Newman

PA skills

James Conaway

DA skills

Tyson Weihermuller - Voice/collab and Contact Center

Bryan Doerr - VMware, storage & compute, Cisco ACI

Mel Jayawardena - Core R/S (LAN, WAN, Svc Pvder), Nexus switching/spine leaf

Joe Hubner - SDWAN, Optical Transport, Cisco SDA

Engage EOM