b etter t ogether 2.0 b etter t ogether 2.0 better together 2.0 plan west enterprise &...
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BetterTogether2.0
BetterTogether2.0
Better Together 2.0 PlanWest Enterprise & Commercial
Kim Wallace | NetApp FlexPod BDMClaude Steinmayer | NetApp FlexPod BDMDavid Pugh | Cisco FlexPod BDM
BetterTogether2.0
BetterTogether2.0
BetterTogether2.0
Goalo Increase the number of Cisco &
NetApp account managers selling FlexPod by XX%
o Increase FlexPod Pipeline by XX%
Overview
BetterTogether2.0
PurposeBring 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
Formato 2 hour In-Person per sessiono Joint Value Educationo Account Planningo Hosted in 6 West Citieso Food and Mingling
Audienceo Cisco & NetApp Account Teamso Enterprise & Commercial
BetterTogether2.0
BetterTogether2.0
Session Agenda
• 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-OutAM / 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.
BetterTogether2.0
BetterTogether2.0
Target Cities
• 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
BetterTogether2.0
BetterTogether2.0
Timeline
Regional Leadership AlignmentScott/Elaine Solidify Cisco/NetApp team relationships and account mapping
Account MappingAccount mapping created between Cisco/NetApp Sales teams
Content and SpeakersConfirm presented content and local Speakers
Registration and LogisticsDetermine cities, Create Invites, Drive local teams to accept and attend
Demand Generation EventsCoordinate local Demand Generation Events that local teams can drive
Account Follow-upFlexPod BDMs to schedule time with local teams to follow-up & Coach
BetterTogether2.0
BetterTogether2.0
BetterTogether2.0
White-Space
MSFT/SAP Upgrade
Account Planning
Account
Account ListFlexPod Refresh
+ +Joint Account Planning Guide
MappingAccountTargets
AccountPlanning
Account List
= Winning Strategy
BetterTogether2.0
BetterTogether2.0
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!
BetterTogether2.0
BetterTogether2.0
BetterTogether2.0