This tells you how many accounts have questionnaires completed
Sort through your accounts by Questionnaire status simply by clicking the grey column header.
Validated questionnaire are shown by the “check mark” icon as well as the date of submission.
What is Questionnaire Status? Validation means that the Questionnaire has been used to validate the customer maturity assessment level, recommendations, and applicable sales plays.
See the Questionnaire overview for more details on the questionnaire.
This tells you how much all of your accounts have booked over the last five years.
View the total booking history for each account.
You can sort bookings data by clicking on the grey column header.
Hovering over a single account’s data will display total annual sales from each of the last 5 Fiscal Years.
View the average maturity level across all of your accounts.
View the 3 stages of Maturity for each account: Connected, Intelligent, and Automated across top-level technology domains.
Connected: customers have defined an architectural model with a dependable infrastructure that provides systems and process stability.
Intelligent: customers have deployed basic automation and optimized networks and operations with technologies and analytics.
Automated: customers are pursuing end-to-end intelligence to fully automate and orchestrate IT systems to accelerate adoptions of new technologies.
View the opportunity status of active Commercial Sales Plays for each account.
Sales Play opportunity status can be sorted by available opportunity within Modernization (i.e. Refresh), Upsell, and Cross-Selling motions.
White space is representative of available opportunities within a given account.
As an SE/PSS/RM/OD/VP: you have the ability to view all accounts that you are allowed to see based on your role and assignments.
Leverage the filter function for a simplified view based upon the accounts you’re more interested in, and the data you would like to see.
Please note: This dynamic dashboard will change based on the filters you use. For a complete view, be sure to clear all filters.
To view account summary information that is focused only on Commercial Sales Plays, select “Commercial Sales Plays” as the Domain.
Additionally, you can filter your results to only show accounts with an active Sales Play Opportunity by selecting “Yes” in this tab.
You can also filter your results to only show accounts with recommendations for a particular capability and/or product.
Let’s take a look at a specific account example, “Monster Energy”.
Note that you have now moved from the CMM Summary to Account Detail.
All applicable filters from CMM Summary (Domain, Product and Suites) have been applied to this view.
For a complete view, be sure to clear all filters.
View technology domains and their related maturity assessments here.
Commercial Sales Play opportunity status is also represented in this area below technology domains.
View the top recommendations and Sales Play recommendations for your account in the “Top Recommendations” area.
View the product count and service coverage information for your account here.
Clicking the drop-down arrow on a specific domain or Sales Play will filter your view to only show related information.
Top Recommendations and Product Count update to reflect only the selected domain, competency, or Sales Play.
Click on a single recommendation to view more details.
Sales Play recommendations will include a brief description of the action to be taken, and provide a link to download Sales Play material.
Recommendations also highlight with Suites, Service Offers, Install Base Details, and Competitive information (if available).
Click “Go to Questionnaire” to open the Customer Questionnaire to provide further information and receive more detailed and validated recommendations.
You can alternatively access the questionnaire by clicking the drop-down arrow on a single account within the Summary View
Select “Sales Play” from the header to access the Sales Play-specific questionnaire.
Sales Play Questionnaire can be answered on behalf of your customer, while it is recommended to complete the Networking Transformation and Security questionnaires alongside your customer.
Please note that you need to “Save Draft” progress and “Submit” when complete.
Completing any portion of the customer questionnaire will automatically change the assessment and recommendation results for your account.
Click on Install Base in either Account Summary or Account Detail screens to access Install Base Details for your accounts.
View accounts that meet Install Base criteria
Utilize filters to sort and organize your accounts for better understanding and identify opportunities based on products in their install base.
Select one or more product labels to see which accounts have these products in their install base.
