Better Together 2.0 Plan West Enterprise & Commercial

Report
Better
B
etter
Together
Together
2.0
Better Together 2.0 Plan
West Enterprise & Commercial
Kim Wallace | NetApp FlexPod BDM
Claude Steinmayer | NetApp FlexPod BDM
David Pugh | Cisco FlexPod BDM
2.0
Overview
Better
Together
2.0
Purpose
Bring local Cisco and NetApp account
teams together to learn about the key
value proposition of our joint solutions,
and drive alignment through building
relationships and account planning
Format
B
etter
Together
Goal
o Increase the number of Cisco &
NetApp account managers selling
FlexPod by XX%
o Increase FlexPod Pipeline by XX%
o
o
o
o
o
2 hour In-Person per session
Joint Value Education
Account Planning
Hosted in 6 West Cities
Food and Mingling
2.0
Audience
o Cisco & NetApp Account Teams
o Enterprise & Commercial
Session Agenda
Better
Together
• 3:30 – 3:40 (10 min) | Executive Kick-Off
 Bob/Paul provide kick-off to the partnership include their endorsement of our teams
working together
• 3:40 – 3:55 (15 min) | Introductions
 All attendees provide name, company, role
• 3:55 – 4:05 (10 min) | Better Together Overview
 Short overview of why Cisco/NetApp are better together, and how teams can
leverage the FlexPod solution to provide value to their accounts.
• 4:05 – 4:20 (15 min) | Winning with FlexPod
 Cisco/NetApp AMs provide details of recent FlexPod win, partnering strategy,
and any additional (John Mize, CSE)
• 4:20 – 5:20 (60 min) | AM & PSS / SE & CSE Break-Out
AM / PSS Account Planning
 Will be prepared with both account mapping lists as well as current
Cisco/NetApp pipeline to discuss. May include FlexPod Refresh data and
execution plan as well.
SE / CSE Technical Deeper Dive
 SE teams to join together to go deeper on joint Cisco/NetApp technology.
• 5:20 + | Off-Site Happy Hour
 Food, Drinks, Snacks to be provided to enable teams to mingle.
2.0
Target Cities
•
•
•
•
•
•
Better
Together
Phoenix | Thurs / Dec 4 | Cisco Phoenix Office
Denver | Tues / Dec 9 | Cisco Englewood Office
Irvine | Weds / Dec 10 | Cisco Irvine Office
Glendale | Thurs / Dec 11 | Cisco Glendale Office
San Jose| Tues / Dec 16 | NetApp Sunnyvale Office
Bellevue | Thurs / Dec 18 | NetApp Bellevue Office
2.0
Timeline
Better
Together
2.0
Registration and Logistics
Determine cities, Create Invites, Drive local teams to accept and attend
Account Mapping
Account mapping created between Cisco/NetApp Sales teams
Content and Speakers
Confirm presented content and local Speakers
Regional Leadership Alignment
Scott/Elaine Solidify Cisco/NetApp team relationships and account mapping
Better
Together
2.0
Account Follow-up
FlexPod BDMs to schedule time with local teams to follow-up & Coach
Demand Generation Events
Coordinate local Demand Generation Events that local teams can drive
Account Planning
Account List
MSFT/SAP Upgrade
+
Mapping
2.0
White-Space
Account List
Account
Better
Together
FlexPod Refresh
Account
Targets
+
Joint Account
Planning Guide
Account
Planning
= Winning Strategy
Key Asks for Each AM
•
Identify 1 – 2 Target Accounts to jointly
plan using provided account planning
guide
•
Maintain Monthly Cadence with
Cisco/NetApp counterpart after
completed session
•
Commit a $100K FlexPod Deal in by April
24, get a customized NFL Jersey with
your name on it!
Better
Together
2.0
Better
Together
2.0
B
etter
Together
2.0

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