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Business Requirements QuestionnaireVersion 3.0

Prerequisites:

Prior to conducting the Solution Discovery Workshop, it is understood that the customer has beenqualified through the Account Qualifications Template and the appropriate stakeholders have beenidentified and will be present at the discovery workshop.

Document Instructions:

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archiving this document, you download it each time you need it.

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Legal Disclaimer

The Templates that accompany this Terms of Use document may be used by a Cisco-authorized reseller solely in connection with resellers activities to

promote and sell Cisco services. Resellers use of such Templates is subject the resellers systems integrator agreement or indirect channel partneagreement (ICPA), between reseller and Cisco.Cisco owns and shall continue to own all right, title and interest in and to the Templates. Reseller may modify the templates to suit particular businesopportunities; however, Cisco assumes no responsibility for the accuracy of the information in the Templates or of any modifications made by reseller to

such templates. Cisco reserves the right to change the programs or products covered by the Templates at any time without notice. Mention of non-Ciscoproducts or services is for information purposes only and constitutes neither an endorsement nor a recommendation.ALL TEMPLATES ARE PROVIDED "AS IS" WITH ALL FAULTS AND WITHOUT WARRANTY OF ANY KIND, EITHER EXPRESSED OR IMPLIED. CISCO AND ITSSUPPLIERS DISCLAIM ALL WARRANTIES, EXPRESSED OR IMPLIED INCLUDING, WITHOUT LIMITATION, THOSE OF MERCHANTABILITY, FITNESS FOR APARTICULAR PURPOSE AND NONINFRINGEMENT OR ARISING FROM A COURSE OF DEALING, USAGE, OR TRADE PRACTICE.

IN NO EVENT SHALL CISCOS LIABILITY WITH REPSECT TO THE TEMPLATES EXCEED THE AMOUNTS PAID FOR THE TEMPLATES BY YOU. CISCO AND ITSSUPPLIERS SHALL NOT BE LIABLE FOR ANY INDIRECT, SPECIAL, CONSEQUENTIAL, OR INCIDENTAL DAMAGES INCLUDING, WITHOUT LIMITATION, LOSTPROFITS OR REVENUES WHETHER ARISING IN CONTRACT, TORT (INCLUDING NEGLIGENCE), OR OTHERWISE, EVEN IF CISCO OR ITS SUPPLIERS HAVEBEEN ADVISED OF THE POSSIBILITY OF SUCH DAMAGES.

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Business Requirements QuestionnaireVersion 3.0Document Overview:In the introduction to the Discovery Workshop it is recommended that you provide a quick review ofyour understanding of the compelling event, strategic (proactive) or tactical (reactive). The BusinessRequirements Questionnaire provides the framework for an in depth analysis of the customersbusiness requirements utilizing leading questions that identify and quantify the customers need of a

Core Network Services (CNS) solution. It is imperative that you convey the goals of the session beforedelving into the details of business requirements. Query the customer to ensure that your goals forthe session meet their expectations. Give the customer the opportunity to express any additionalexpectations outside of what has been addressed. It is recommended that you document the sourceof your information using the stakeholder section in the event it is needed for later reference.

Corporate HeadquartersCisco170 West Tasman DriveSan Jose, CA 95134-1706USAhttp://www.cisco.comTel: 408 526-4000

800 553-NETS (6387)Fax: 408 526-4100

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Service Practice Templates

for Partners
http://www.cisco.com/http://www.cisco.com/


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1) Stakeholder information

This section is designed to gather important information about the customer audience attending theDiscovery Workshop. Identify the key players in attendance and what role they will play in thedecision making process.

Name Title Stakeholder BudgetaryAuthority

PurchasingAuthority

Yes/No Yes/No Yes/No







Table 1

2) Corporate Physical Location

Query the group at large for information regarding the existing physical structure of the company.Make note of any changes that are planned and the time frame. It is recommended during thisconversation to sketch out a diagram of the customers physical location layout.

a) Is your organization multi-location? Yes/No

i) How many locations?

ii) Are any processes centralized (describe)?

iii) Will you consider an end to end solution covering all geographies should it makefinancial/productive sense?

b) Total number of personnel in your organization.

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LOCATION DETAIL

Site Name Type

(Corp, Branch,permanent remote

workers, etc.)

CurrentPersonnel

EstimatedPersonnel

in 1 Yr

Estimated

Personnel

In 5 Yrs

Included inthis Project?

Overall Organization Yes/No

Yes/No

Yes/No

Yes/No

Yes/No

Table 2

Supporting tools: Visio - location diagram

3) Strategic Objectives and Initiatives

Query the customer to gain an understanding of their future goals and objectives for the business.Encourage the customer to share general business initiatives, not only those that aretechnologically focused. Business objectives will have a direct impact on one or more of thefollowing: revenue, profit, and/or shareholder value. You will identify by department the plannedinitiatives and budgetary costs associated with those initiatives. Those costs will provide neededinputs to the ROI model used to support your business case document. We understand that theremay be redundancy in the questioning, but it is important to understand the business from bothan organizational and departmental level. Print as many copies of these tables as necessary toconduct the workshop efficiently.

Business

Initiative/Objective

Estimated

Start Date

Estimated

CompletionDate

Priority Description Financial

Impact

Medium

Medium

Medium

Medium

Medium

Medium

Medium

Table 3

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Organizational Objectives and Initiatives

a) Are there any regulatory or Industry requirements to consider in designing thissolution?

b) Do you have any redundancy or disaster recovery requirements?

Yes/No If yes, describe:

c) Describe the impact of an outage or disruption in service of the following in terms of

cost:

Loss of productivity per hour: $

Low Customer Satisfaction: $

Loss of Revenue: $

Other: $

d) Do you have any specific security requirements?


e) What are your initiatives relative to improving employee productivity?

f) Do you have any initiatives related to employee retention and/or recruiting?

g) From your perspective how would a CNS Solution benefit your business initiatives?

(The customer may not understand CNS, use this section of questioning to introduce them to theextensive possibilities CNS can offer)

More effective communication

Streamlined business processes (ISV potential)

Collaborative information sharing

Positive impact on both top and bottom line

Table 4



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Departmental Objectives and Initiatives

Corporate | Accounting/Finance | HR | IT | Logistics/Whse | Marketing/Sales | Ops

a) Please describe your role and responsibilities within the business.

b) How are your key initiatives tied in to the overall business strategy?

c) What are your initiatives relative to improving employee productivity?

d) What are your key performance metrics for success of your initiative(s)?

e) From your perspective how would a CNS Solution benefit your department and/or

initiatives?(The customer may not understand CNS, use this section of questioning to introducethem to the extensive possibilities CNS can offer)

More effective communication

Streamlined business processes (ISV potential)

Collaborative information sharing

Positive impact on both top and bottom line

f) 1) Do you have challenges successfully contacting personnel first try?

Yes/No

1) 2) How much time would estimate is wasted trying to reach internal workforce?

$

g) 3) Do you utilize outside voice or web conferencing services?

$

h) 4) Does the average employee manage multiple messaging media? (email, cell,

station level)

$

i) Do you have any redundancy or disaster recovery requirements?


j) Do you have any specific security requirements?




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Departmental Objectives and Initiatives

k) Describe the impact of an outage or disruption in service of the following in terms ofcost:

Loss of productivity per hour: $

Low Customer Satisfaction: $

Loss of Revenue: $

Other: $

Table 5

4) Departmental Physical Location

Query by department to determine how they are structured physically, how they communicate andwhat systems they are reliant upon. Use Figure 6 to gather the information required tounderstand the customers existing departmental topology. Remember to print as many copies ofFigure 6 as necessary to conduct the workshop efficiently.

Departmental Physical Location Detail

Corporate | Accounting/Finance | Admin.| HR | IT | Logistics/Whse | Marketing/Sales | Ops

a) Who are your customers?

Internal/External Provide detail:

b) Is your department revenue generating?


c) List all of the ways that your team communicates/interacts with your customers?

d) Describe the customer experience relative to communicating with your organization.

e) Are there any best practices regarding the ways in which you interact with your

customers to consider?

f) Is your team centralized or dispersed to multiple locations?

If so, how is that structured?

g) Does your team interact with vendors or business partners?



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h) How does your team communicate within your organization?

i) What business applications, other than Microsoft apps, does your department use ona daily basis? (CRM/Sales Force Automation, etc.)

Have you integrated any of these business applications with yourcommunications system? Detail:

j) What processes within your department are labor-intensive?

Explain?

k) What percentage of your team, if any, qualify as:

ENTER % ENTER %

How is that administered currently?

What is the estimated cost per user:

Mobile Workforce Virtual Workforce

Setup non-recurring: Monthly recurring: Setup non-recurring: Monthly recurring:

$ $ $ $

l) 1) What type of mobility applications are you utilizing currently?

m) 2) How does your mobile workforce communicate with the organization while

mobile? (i.e. cell phone, calling card, blackberry, etc.)

n) 3) Does your mobile workforce require the same access as the office basedpersonnel?

o) 4) Do you feel that your mobile workers are as productive as office based personnel?

p) 5) From your perspective how can you enhance the productivity of mobile workers?

q) 6) Are your mobile workers included in this solution?


Virtual OfficeMobile Workforce


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r) 7) Are there specific challenges collaborating with the mobile workforce?

s) 8) Would remote collaboration capabilities reduce travel costs? (i.e. personnel on-boarding, training, team meetings, etc.) Yes/No

t) If Yes, Estimated Training costs:

u) 9) Would remote collaboration capabilities expand your ability to recruit neededskill-sets?

Yes/No

v) How often do you hire new employees and do you have frequent turnover?

What are the associated costs?

Table 6



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5) User Community Adoption/Absorbtion

This section will facilitate an analysis by business function to determine the skill level of the typicaluser. The goal is to identify the ability of the target personnel, as well as their mindset. It is

important to understand where there may be roadblocks to a successful implementation.

User skill level analysis

Executive | Management| Sales Representatives| Support/Admin | Salary| Hourly

a) Does this user group utilize PC/computer work station in the course of their work

day?

b) Approximate percentage of time per day spent on a PC.

c) Number of applications the user accesses in a typical day:

d) Rate the user group based upon overall computer/electronic interface skillset:

e) Approximate percentage of personnel who speak English as a second language.

f) Training how do they best learn new material? (i.e. Instructor Led, Web based,etc.)

g) In comparison to projects of similar size and scope, what adoption rates have you

experienced?

h) Describe the attitude of your personnel related to how they would embrace change

in their daily work processes. Rate user group on a scale of 1-5, where five is

enthusiastic and one being change averse.

Explain:

Table 7

6) Next Steps


12345

Not utilizedAverageAbove AverageProficient

None1-33-55 plus


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It is imperative within each phase of the lifecycle that you set a clear expectation of what comesnext in the process. Inform the customer that you will be compiling the gathered information intoa Solutions Document that will facilitate alignment of the solution presented and the customersbusiness objectives. Set the expectation for the next meeting and participants required:technology strategy meeting.



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