Objective:
Qualify account to:
- Understand potential opportunity to Avaya / Partner
- Ensure the appropriate support / resources are in place to
maximize success
Engagement Required:
APS Client Principal to:
- Support account teams at the initial customer meeting
- Evaluate, recommend and help obtain buy-in for further
professional services engagement
Pre-requisites for Engagement:
- Detailed, defined account plan in place
- Estimation of value of the opportunity (strategic relevance
and revenue potential)
- Assessment of effort required to engage
- Confirmation of partner engagement, commitment and support
- NOTE: Larger the account, the greater the opportunity -
consider global, large to mid-size, large and global
opportunities