Nectar’s flagship offering, the Unified Communications Management Platform (UCMP), improves visibility and service delivery across integrated voice, video, and data application solutions by providing unique and critical performance management information.

Nectar Unified Communications Management Platforms (UCMP) Sales Guide

Cisco Confidential

Nectar UCMP

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Why is it worth my time?■ Regardless of UC vendor platform or technology, Nectar

UCMP offers the most comprehensive suite of innovative features on the market today, providing superior visibility and unprecedented end-to-end service management across integrated voice, video, over data networks

■ Ensure a smooth transition from one collaboration platform to a new collaboration platform

■ Helps to drive Cisco collaboration and networking technology pull through

Why is it worth my customer’s time?Unified Communications deployments are complex. Visibility into UC performance across an enterprise environment is key to increasing adoption and improving ROI.

■ Nectar UCMP provides unique insight across multi-vendor UC environments

■ Nectar UCMP fully supports multiple modalities and media types

■ Nectar UCMP can quickly correlate data and pinpoint issues across large, complex, geographic deployments

Why Nectar Unified Communications Monitoring Platform (UCMP)?Nectar UCMP’s software-based, vendor-agnostic approach provides a holistic infrastructure view for inventory, monitoring, alarming, root-cause-analysis, capacity, planning and performance management across global IP communications systems. And UCMP enables both remediation and remote programming support to ensure a truly seamless, quality user experience.

Whether your UC environment leverages Cisco, Microsoft Skype for Business, Avaya, or other platform technologies, UCMP can bring clarity to your business processes and complex UC interdependencies via centralized, cross-platform management and monitoring. At the same time, you’ll have real-time visibility into each UC user’s experience and actionable performance information for faster resolution of service issues.

The advanced Unified Communications Management Platform (UCMP) architecture is comprised of four components, built from the ground up to accommodate diverse business units.

Business / Financial

■ Proactively identifies UC quality issues as they are happening which allows network operations to be notified and take action before being called by the end users

■ Supports users and maintains service availability across multiple data centers

■ Validates QoS support throughout the entire enterprise network ensuring voice quality for all UC traffic

Operational

■ Reduces cost to maintain Unified Communications and collaboration environments

Technical

■ Manage two disparate UC platforms from a single platform

■ Provide common dashboards, alarming, and remote access capabilities across multiple UC applications and platforms

■ Proactively monitor shared PSTN.SIP trunks

Example Opportunity Areas

■ Monitoring collaboration in real-time - target customers looking to know about issues before they become problems

■ Customers looking to know how the network is affecting collaboration and user experience

■ Customers with multi-vendor UC platforms and need to see the quality of sessions end-to-end

■ SIP trunk visibility - Enterprises looking for a way to monitor and view active sessions on both sides of the SBC as well as health and availability of the SBC

How do we compare with the competition?Other Monitoring Platforms:

■ Are not able to view calls in real-time to quickly isolate and re-mediate issues. Nectar has the unique ability to monitor, correlate and view active calls

■ Will not be able to compare network events to live call data in real time

■ Will not be able to show the network path that a collaboration stream took through the network. Nectar is able to show a breakdown of the paths that both voice and video took through the network

Value of typical sale

Average incremental deal value

$250k -$400k per year

Time to close Typically between 3-6 months

Up-sell and cross-sell opportunities Cisco collaboration, HCS, and UCS

The solution at-a-glance

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Why Cisco and Nectar?■ Cisco is ranked #1 in voice with 43% market share■ Nectar currently provides monitoring and diagnostics to many

of the largest enterprises and managed service providers in the world across every vertical

■ Nectar’s deep history with Cisco■ Nectar’s multi-vendor capabilities can help ensure a smooth

transition to Cisco collaboration and ensure an optimal user experience

Winning indicatorsWe win when we

■ Pro-actively engage with decision makers across the business■ Involve BOTH Cisco and the Nectar early in sales cycle for

converged solutions■ Understand the customers unified communications needs and

plans■ Sell the value of proactively monitoring live unified

communications

We lose when we

■ Don’t discover the business investment triggers for our solution

■ Don’t explain how Cisco UCM and Nectar UCMP’s technology capabilities translate into business benefits

Critical business issues:■ UC environments are complex. Identifying and isolating issues

impacting collaboration can prove to be very challenging.

■ Companies are moving to more robust collaboration deployments with voice, video, app share, and chat. The need to speed up user adoption and ROI are imperative.

■ Many enterprise organizations have a difficult time getting through the pilot phase of new collaboration solutions and require proper, more advanced tooling and insight.

much of the focus of network management is on finding and fixing problems, proactive network and platform management must look beyond that to monitor actual user adoption and identify the features and functions being used. Low adoption could signal the need for additional training or it may be the result of users trying the solution, having an unsatisfactory experience and losing faith in the platform. The result is that they find another (and likely “less efficient”) way to do their jobs. In the end, the goal is productivity and making the organization function better and faster in this highly competitive environment. Network and platform management, monitoring and real-time diagnostics is a key element in that equation.

Be sure to deal with the objectionsCustomer: We are just starting a roll out of a new UC solution so we are not ready for monitoring yet.

Response: The initial roll out of a new solution is one of the most critical times to monitor a new solution. It’s the time when end users / customers are experiencing the solution for the first time and making sure that the solution is functioning properly speeds up adoption and ROI of the new solution. You are also able to find any configuration problems or issues during the roll out so they do not affect the solution post deployment.

Customer: It takes too long to implement new UC monitoring platforms.

Response: Nectar UCMP has a wide range of auto discovery and deployment attributes built into UCMP’s platform. Many functions deploy automatically to discover many components of the UC environment and actually saving the enterprise significant time and money.

Customer: I’m running a multi-vendor UC environment so not everything is Cisco UC.

Response: Nectar UCMP supports CUCM, Skype for Business, and Avaya.

Starting a conversation■ How are you proactively monitoring your collaboration environment

today?■ Do you have visibility of how the network is affecting your Unified

Communications collaboration?■ How do you diagnose traffic in and out of the SBC for both on-net

and off-net calling?■ Are you able to show if UC issues are impacting user experience

and affecting the adoption and ROI of your UC deployment?

Who do I target?The principal members of the decision making unit are: ■ Director of Infrastructure

■ Application Owners e.g. UC Application (CUCM, Skype for Business)

■ CIO and/or CFO

Can I create the financial argument?Network and platform management is as much a business issue as it is a technical one. Businesses invest in UC solutions like Cisco UCM and Spark for what they can contribute to the organization in the way of efficiency and productivity; all of the elements of the solution must be functioning to deliver on that promise. Typically, that investment is justified by means of an ROI analysis. Business and IT managers agree on a set of key performance metrics in terms of user adoption and the value of the efficiency gains that are achieved (e.g. value of time saved, additional work units produced, value of delivering work product sooner, etc.). Network and platform diagnostic and monitoring systems are a critical part of that investment, and a platform that automatically correlates network events with user experience in real time can speed up recovery and deliver the lowest total cost of ownership (TCO). If the UC services are not working or are not being used, no value is being generated from the investment. If users lose faith in the solution, usage will taper off, and the expected payoff will not materialize. The investment in network management is essentially the insurance that the organization will be able to achieve the objectives of its UC investment. While

Nectar UCMP

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The Challenges of UC

Although UC offers the promise of increased user productivity, business agility, and effective control of operational costs, companies continue to face difficult choices in terms of implementation and migration strategies, as well as how to effectively manage the more complex environment of a UC deployment. Applications like conferencing, mobility, video, and collaboration have massive performance and availability requirements that often fail to meet the high expectations of users. Delivering on these expectations becomes an even more onerous goal in today’s world with the contention of network bandwidth-intensive solutions, the variability of Bring Your Own Device (BYOD), the latency and load of layered security, and the complexity of cloud- and hybrid-deployed solutions. Most UC management offerings today cannot pinpoint the exact problem, nor can they deliver real-time monitoring to provide the consistent, reliable collaboration infrastructure that most enterprises require.

Managing a UC Deployment

Most analysts note that UC best practices for users and system integrators are still maturing. Regarding emerging UC services, Frost & Sullivan suggests that service providers and enterprise IT staff must be able to manage and monitor the applications, servers, endpoints, and network infrastructure that drive the way today’s work gets done in order to ensure an optimal user experience. To effectively do this, an enterprise needs to leverage the right tools.

The Reality of Managing a UC Deployment

Gartner has found that many network teams are ill- equipped to manage, troubleshoot and diagnose the varied issues with which most enterprise businesses continue to struggle. Gartner further notes in its October 2016 Market Guide for Unified Communications Monitoring that:■ Real-time voice and video are the most network- sensitive

applications. When network performance is challenged by congestion, these typically break first

Network Domain

One of the advantages of UC is that it converts voice, video, and other communications into packets that can run across the existing data infrastructure. One of the challenges of UC is that real time communications is high bandwidth and extremely time sensitive, which means it is highly dependent on an efficient network, while at the same time adding a heavy burden to that same network. Any congestion on the network or configuration drift could impact how real-time communications traffic is transported over the data network and could negatively impact the user experience.

End User Domain

Even if the platform is running optimally and the data network is transferring communications packets in the most efficient way, the end user can still heavily influence their own user experience. The connectivity to the network (wired, WiFi, mobile), the device itself (hard phone, PC, tablet, mobile, etc.) and even the headset/ speakerphone will impact the experience of the user and everyone they communicate with. The end user domain has the unique position of being the area with both the most variability and the least control by the IT staff.

■ Troubleshooting complex UC solutions requires a combination of vendor-derived, end-user, protocol- and packet-based data sources for in-depth understanding and diagnosis of issues

■ Migrating between legacy and new UC platforms often involves changing network and service providers. This results in bifurcated unified communications monitoring (UCM) requirements

The 3 Domains of a UC Deployment

The flip side of UC’s promise of user enablement and an enhanced user experience is the added complexity of trying to monitor and troubleshoot across a much more complex environment. Gone are the days of a phone connected via a dedicated wire to circuit pack in a PBX cabinet. Troubleshooting today’s UC conversations means trying to correlate across 3 different domains.

Application Domain

With the adoption of UC, every communications platform has become a server running software. The application domain is the UC software itself and the servers and services that host this software. If the servers and platform software are not running optimally, the user experience could suffer.

Solution Overview - What am I selling?

Nectar UCMP

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The Solution: Correlating Diagnostics with Nectar’s UC Management Platform (UCMP)

Nectar’s holistic approach to UC monitoring and diagnostics is specifically designed to provide complete visibility across all three domains throughout a multi-vendor UC environment via a ‘single-pane of glass’, multi-site, multi-location view that can support hundreds of thousands of end users worldwide. Because the UCMP architecture is designed to be vendor- and technology-agnostic, it enables service providers to deliver significant economies of scale to their client’s deployments while assuring an easy path for future technology needs and business growth. This agnostic approach enables Nectar to deliver real-time visibility into the quality of each UC user’s experience, regardless of vendor platform or network configuration – on-premises, cloud-based, or hybrid.

Nectar UCMP is a modular, scalable, multi-tenant, cross- platform UC management/diagnostics suite architected from the ground up to offer service providers the correlated diagnostics they need to optimize the UC user experience for their clients. UCMP provides the ability to maintain a complete, centralized, multi-vendor UC environment with a single tool. It also allows service providers to quickly adapt to their customers’ changing UC environments, effectively manage complexity, and maximize their total cost of ownership.

At its core, the Nectar UCMP architecture delivers exceptional system health and availability with a single 360-degree view of all voice and data assets. Pre- and ongoing network assessment and UC monitoring is made possible via infrastructure auto-discovery, a multi-tenant NOC interface, root cause analysis, contextual monitoring, and at-a-glance troubleshooting. The Nectar architecture provides for enhanced performance by focusing on the entire UC ecosystem via integrated capabilities such as resource trending and utilization, capacity monitoring and planning, and comprehensive reporting and analytics.

UC user’s experience, regardless of vendor platform or network configuration – on-premises, cloud-based, or hybrid.

As the industry leader in UC network monitoring and performance management Nectar’s tools were built to be leveraged by service providers to optimize their ability to handle the UC management requirements of their enterprise clients. Services powered by Nectar are a clear competitive differentiator when enterprises are selecting the service provider to care for their UC deployment.

Nectar’s holistic approach to UC monitoring and diagnostics is specifically designed to provide complete visibility throughout a multi-vendor UC environment via a ‘single-pane of glass’, multi-site, multi-location view that can support hundreds of thousands of end users worldwide. Because the UCMP architecture is designed to be vendor- and technology-agnostic, it enables service providers to deliver significant economies of scale to their client’s deployments while assuring an easy path for future technology needs and business growth. This agnostic approach enables Nectar to deliver real-time visibility into the quality of each

Solution Overview - What am I selling? (Continued)

Nectar UCMP

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Sales MapPlanning your saleThis Sales Engagement Model illustrates how others have successfully managed a sales campaign for this solution. It is not intended to replace an existing sales process or methodology you may be using; rather it’s intended as a complementary aid to help you plan the key activities and contributions of others in your selling team.

Starting the sale Discovery Solution Design Winning Vendor Selection

Cisco: AM (A), PAM (I)

Nectar: AM (A) Partner: AM (R)

To help guide sales teams that comprise members from different organizations and disciplines we’ve provided an example of who contributes at each stage in the sales cycle. ‘RACI’ provides high-level guidance on who is Responsible (R), Accountable (A), Consulted (C) or Informed (I). At each stage a contributor’s ‘RACI’ state might change depending on who is leading, perhaps from a commercial, technical or consulting perspective. Rather than being prescriptive, this is intended to illustrate sales best practice while selling this solution.

AM: Account Manager, SS: Solution Specialist, PSS: Cisco Product Sales Specialist, PAM/CDM: Cisco Partner Account Manager/Channel Development Manager, SE: Partner Pre-Sales Engineer,CCE: Cisco Consulting Engineers

Qualify ‘suspect list’ – use the Targeting Chart

Partner Identifies ‘Prospect’ and Flags to Cisco/Technology Partner

Joint Account Review and Sales Campaign Planning

LOB: Initiatives and Programs

Vision Pitch to sponsor – get introductions to LOB heads

Tech Triggers: EOL, refresh etc.

Central IT and LOB Alignment

Environment including:• APIC-EM Compute, Network & Storage Capacity• Connectivity with existing infrastructure• Applications• Virtualization• Security and Compliance

ROI and/or Business Case including:• Value to Lines of Business• Value to IT• Operational savings• Infrastructure/support Retirement

Decide if deal is worth chasing

Request qualification meeting

Permission to execute discovery meetings?

Manage POC/Demo (when possible)

Deal with the competition:• Establish preference• Articulate unique value

Submit final proposal• What?• Who?• When?• Terms and Conditions

Manage Negotiation

The investment alternatives: • Direct competition • Competition for the money

Cisco: AM (A), PSS (R)

Nectar: AM (R) Partner: AM (A) SE (R)

Cisco: PSS (A), SE/CSE (R)

Nectar: SE (C), AM (I) Partner: SE (R)

Cisco: PSS (A), AM(R)

Nectar: SE (A), AM (R) Partner: SE (R), AM (R)

‘Permissionto engage’

Alignment and

resources

Validatefindings and

case forinvestment

Initial Proposal

Presentation

Close andhandover for

Implementation

Pro-active selling

Reactive selling

A competitor is setting the agenda and creating the momentumRFx

arrivesSubmit

responseWait

Yes No Complete the fix

Win

Lose - Exit

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The more questions answered with a YES the better the prospect YES NO

1. Is the prospect planning any network or wireless refreshes?

2. Does the prospect have challenges with UC today?

3. Does the prospect have any new needs for UC changes?

4. Are there any issues with Unified Communication call and / or video quality?

5. Are they having quality issues over WiFi?

6. Do we have a senior advocate in the organization?

7. Can we get introductions to all of the decision makers? (remember you may need to talk to lines of business owners)

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■ Large enterprises looking to mature their operations and support around providing great user experiences for their collaboration and unified communications platforms

■ Managed service providers offering UC managed services or UCaaS like Cisco HCS

Finding the right prospects

■ Enterprises converting from one Collaboration platform to a Cisco Collaboration platform■ Organizations that will need to manage multi-vendor UC environments and devices such as call control, SBC’s, etc.■ Enterprises transitioning to SIP trunking from TDM or managing SIP trunks across multiple carriers■ Organizations that want the ability to correlate calls across network devices in real-time

To use this form, click here to open the document container, then right-click on the TARGET MARKETS TEMPLATE.pdf to Save Attachment

Important: DO NOT open the form straight from the document container as it will disable the ‘save’ feature.

Qualifying my UCMP prospectsThese questions will help you gauge the quality of the opportunity.

Target Markets

2017 Industry Awards Recognized for Nectar UCMP

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Tick the box that most represents your understanding ParametersLow 0 1 2 3 4 Parameters

HighWhat’s our plan to improve our score?

Action owner?

Target date

Situation Section Score:

What’s the Opportunity Assessment Score from the Targeting Chart? Minimum score

<50% 50%+ >75% 75% or more

Have we identified a compelling event driving the need for Unified Communications performance monitoring? Not identified

Target date for achieving cost savings. New application go-live

date

Do they consume services and/or product from you today? No Yes

What is your gut feeling? Negative Strong

Will we have to participate in a RFx or Tender process with other vendors? RFx or Tender No/existing customer

Competition Section Score:

Have we overcome competition for budget from other IT initiatives? No Yes

If other IT solution vendors or managed service providers are being considered, have we created the competitive agenda on our terms? No

NeutralOur story is winning

Are we in a RFx process where we can influence the requirements? Yes Leading and influencingthe process

Basis of the decision Section Score:

If a proof of concept is necessary, have we created success criteria to measure against? No Yes

Have we understood their decision-making process? No Yes

Have we successfully utilized Cisco and Nectar references and/or Exec meetings to demonstrate our collective strengths? No

Reference call planned Reference call and/or Exec meeting completed

Have we identified the steps needed to close? No Yes

Timescale Section Score:

Can we identify an immediate need that will drive a decision now? No Yes

Do we need to conduct a proof of concept to accelerate their willingness to invest? No Yes

Have we engaged purchasing and legal early in the game? No Yes

Have we proposed a project plan to which both the partner(s) and the customer agree? NoWork in progress

Agreed

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Deal Planner (part 1)

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Tick the box that most represents your understanding ParametersLow 0 1 2 3 4 Parameters

HighWhat’s our plan to improve our score?

Action owner?

Target date

Solution Section Score:

Are there any uncontrolled risks associated with the delivery, e.g. applications, timeline, or Professional Service resources? Yes No

Have we engaged with Cisco and/or Nectar on a vision pitch? No Yes or Not Applicable

Money: should we bid - is it worth winning? Section Score:

Is the deal size worth chasing? Too LowOK with pull thru

Worth chasing

Can the customer get the budget to spend in our current sales year? Next sales year Current sales year

Is there a pull-through for other products and services? NoYes

Yes and part of this sale

Will this maximize quota or incentive plan objectives? NoPartly

Yes

Authority and relationships Section Score:

Define our relationship with the decision-maker or team Weak Strong

Is there any clarity about roles and responsibilities with any other partners? NoOther partner leading

We are actively leading

Do we have a coach and are they effectively engaged to work with us? No Yes

Are we engaged with the key influencers, such as business users? No Yes

Need Section Score:

Is there a business case supported by the prospect’s decision makers? Still being discovered

Payback is >1 yearPayback is < 1 year

Can we link tangible business issues to our proposed solution? (e.g. IT resource recovery, cost reduction, new business-enabling applications)

None identified

Identified Identified and customer understands the linkage and value

Does the client agree that Cisco collaboration with Nectar UCMP will enable the business to increase opportunity and/or reduce cost? No

Opportunity up or cost down Opportunity up and cost down

Will their IT team recover resources – people or capital? NoWork in progress

People and capital

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Deal Planner (part 2)To use this form, click here to open the document container, then right-click on the DEAL PLANNER TEMPLATE.pdf to Save Attachment

Financial Business

Operational Technical

My customer’s top CBIs are:

Total

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CiscoPlease contact your Account Manager or:

Get support for any partner issue, including pre-sales technical and product help:http://www.cisco.com/web/partners/support/index.html

Cisco Partner Community – This private forum is the ideal place for Cisco partners to come together to learn, share, and collaborate. https://communities.cisco.com/community/partner/solution-plus-partner/nectar

NectarFor general questions/information email:sales@nectarcorp.com

Partner Communities: Nectar on Linkedin

@NectarCorp

Related information for this solution

Understanding the Solution Solution Overview

Critical Business Issues

Dealing with Objections

Sales Engagement Model

Understanding the Market Deal Planner

Targeting Chart

Cisco Partner Site Access Visit the Cisco’s Partner Central portal

Don’t have a Cisco Partner Central login?

Click here to request one

Already have a Cisco partner Central login?

Click here to login

Competitive and Other Cisco and Nectar?

Customer-Facing Collateral Solution Brief: Nectar UCMP for Cisco

Cisco, Cisco UCS and the Cisco logo are trademarks or registered trademarks of Cisco Systems, Inc. and/or its affiliates in the U.S. and other countries.

The Nectar logo is a trademark of Nectar Services Corp. Other company, product, or service names mentioned herein may be trademarks or service marks of their respective companies. This document may contain forward-looking statements regarding future events or product enhancements. All statements other than present and historical facts and conditions contained in this document are predictions and reflect our current beliefs and expectations with respect to future events. Any forward-looking statements are based on information available to Nectar as of the copyright date, and Nectar assumes no obligation regarding such statements.

For more information go to: http://www.nectarcorp.com/uc-management-platform-ucmp/

Qualifying my UCMP prospects

Prospect Name Account Manager

Confidential - no external distribution – extracted from the Nectar UCMP Sales Guide

Clear form

Nectar UCMP

The more questions answered with a YES the better the prospect YES NO

1. Is the prospect planning any network or wireless refreshes?

2. Does the prospect have challenges with UC today?

3. Does the prospect have any new needs for UC changes?

4. Are there any issues with Unified Communication call and / or video quality?

5. Are they having quality issues over WiFi?

6. Do we have a senior advocate in the organization?

7. Can we get introductions to all of the decision makers? (remember you may need to talk to lines of business owners)

Your Name Your Company

Email Phone

Total / 7

Opportunity Name

Nectar UCMP

Confidential - no external distribution – extracted from the Nectar UCMP Sales Guide 1Next >

Opportunity name Opportunity owner

Clear tableSub total:

Tick the box that most represents your understanding ParametersLow 0 1 2 3 4 Parameters

HighWhat’s our plan to improve our score?

Action owner?

Target date

Situation Section Score:

What’s the Opportunity Assessment Score from the Targeting Chart? Minimum score

<50% 50%+ >75%75% or more

Have we identified a compelling event driving the need for Unified Communications performance monitoring? Not identified

Target date for achieving cost savings. New application go-live

date

Do they consume services and/or product from you today? No Yes

What is your gut feeling? Negative Strong

Will we have to participate in a RFx or Tender process with other vendors? RFx or Tender No/existing customer

Competition Section Score:

Have we overcome competition for budget from other IT initiatives? No Yes

If other IT solution vendors or managed service providers are being considered, have we created the competitive agenda on our terms? No

NeutralOur story is winning

Are we in a RFx process where we can influence the requirements? Yes Leading and influencingthe process

Basis of the decision Section Score:

If a proof of concept is necessary, have we created success criteria to measure against? No Yes

Have we understood their decision-making process? No Yes

Have we successfully utilized Cisco and Nectar references and/or Exec meetings to demonstrate our collective strengths? No

Reference call planned Reference call and/or Exec meeting completed

Have we identified the steps needed to close? No Yes

Timescale Section Score:

Can we identify an immediate need that will drive a decision now? No Yes

Do we need to conduct a proof of concept to accelerate their willingness to invest? No Yes

Have we engaged purchasing and legal early in the game? No Yes

Have we proposed a project plan to which both the partner(s) and the customer agree? NoWork in progress

Agreed

Deal Planner (part 1)

Nectar UCMP

Confidential - no external distribution – extracted from the Nectar UCMP Sales Guide 2< Previous

Deal Planner (part 2)

Clear table

Tick the box that most represents your understanding ParametersLow 0 1 2 3 4 Parameters

HighWhat’s our plan to improve our score?

Action owner?

Target date

Solution Section Score:Are there any uncontrolled risks associated with the delivery, e.g. applications, timeline, or Professional Service resources? Yes No

Have we engaged with Cisco and/or Nectar on a vision pitch? No Yes or Not Applicable

Money: should we bid - is it worth winning and can the customer justify the spend? Section Score:

Is the deal size worth chasing? Too LowOK with pull thru

Worth chasing

Can the customer get the budget to spend in our current sales year? Next sales year Current sales year

Is there pull-through for other products and services? NoYes

Yes and part of this sale

Will this maximize quota or incentive plan objectives? NoPartly

Yes

Authority and relationships Section Score:

Define our relationship with the decision-maker or team Weak Strong

Is there clarity over roles and responsibilities with any other partners? NoOther partner leading

We are actively leading

Do we have a coach and are they effectively engaged to work with us? No Yes

Are we engaged with the key influencers - like the business users? No Yes

Need Section Score:

Is there a business case supported by the prospect’s decision makers? Still being discovered

Payback is >1 yearPayback is < 1 year

Can we link tangible business issues to our proposed solution? (e.g. IT resource recovery, cost reduction, new business-enabling applications) None identified

Identified Identified and customer understands the linkage and value

Does the client agree that Cisco collaboration with Nectar UCMP will enable the business to increase opportunity and/or reduce cost? No

Opportunity up or cost down Opportunity up and cost down

Will their IT team recover resources – people or capital? NoWork in progress

People and capital

Financial Business

Operational Technical

My customer’s top CBIs are: Total