Guidelines by Activity

GSSI FY19 Execution Guidelines
Customer Discovery by Role

Type	Guideline	Support Tools	Frequency
VP	Promote and support the importance of proactive, timely completion	N/A	N/A
S&P and Central Sales	Promote and ensure timely and accurate completion of Discovery by responsible team members	Customer Discovery Action required Notice from Leadership Global Transform the Business Executive Review, Customer Discovery Status	As Requested
Arch RMs	Ensure timely and accurate completion by responsible team members		Initial FY19 Launch & Start of new fiscal year;ongoing as account info changes
Arch Specialists	Ensure all Discovery questions you are responsible for are answered accurate and completely.*Remember this data impacts Wallet and Targeting Understand and leverage the Customer Discovery for greater business intelligence within account	Customer Discovery Action required Notice from Leadership Global Transform the Business Customer Discovery Input Global Transform the Business Executive Review, Customer Discovery Status
OD/CD/SSEM	Promote and support the importance of proactive, timely completion	Customer Discovery Action required Notice from Leadership Global Transform the Business Executive Review, Customer Discovery Status
Sales RM/SEM	Ensure timely and accurate completion by responsible team members
Service Seller	Ensure all Discovery questions you are responsible for are answered accurate and completely.*Remember this data impacts Wallet and Targeting Understand and leverage the Customer Discovery for greater business intelligence within account
SE	Actively support the Account Lead in capturing accurate Customer Discovery	Customer Discovery Action required Notice from Leadership Global Transform the Business Customer Discovery Input Global Transform the Business Executive Review, Customer Discovery Status
Acct Lead	Ensure all Discovery questions you are responsible for are answered accurate and completely.*Remember this data impacts Wallet and Targeting Understand and leverage the Customer Discovery for greater business intelligence within account

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GSSI FY19 Execution Guidelines
Wallet by Role

Type	Guideline	Support Tool	Frequency
VP	Champion the impact of Wallet and hold OD team accountable to Remaining Wallet	GSSI – FY19 Wallet Dashboard-Leadership GSI-Business Review Reports	Monthly
S&P and Central Sales Leadership	Analyze Share and Remaining Wallet for your Area Inspect Wallet by architecture Work with Arch RMs to ensure teams understand and focus on Wallet opportunities Ensure proper engagement (Leading Indicator-SES) for Plays, Offers, CXLS/Services aligned to the Wallet opportunities		Bi-Weekly
Arch RMs	Understand your Area’s Architecture Wallet opportunities Inspect Wallet pipeline growth by arch, focus on potential commoditization risk, flag and advertise RISK of loss by opportunity Ensure proper engagement (Leading Indicator-SES) for Plays, Offers, and CXLS/Services are aligned to the Wallet opportunities	GSI-Business Review Reports	Monthy
Arch Specialists	Complete Discovery accurately and completely Analyze Share and Remaining Wallet Understand total opportunity per offer within each account as well as what has been captured to date and the remaining opportunity Ensure SFDC Pipeline opportunities properly reflect technology for EVERY account	GSI-Business Review Reports	Weekly
OD/CD/SSEM	Analyze Share and Remaining Wallet for your Operation Understand total opportunity per offer within each account as well as what has been captured to date and the remaining opportunity	GSI-Business Review Reports	Monthly
Sales RM/SEM	Analyze Share and Remaining Wallet for your Region Understand total opportunity per offer within each account as well as what has been captured to date and the remaining opportunity Strategize with Acct Lead, Arch RMs, PSS and Svc Sellers to drive Wallet opportunities	GSI-Business Review Reports
Service Seller	Analyze Share and Remaining Wallet Understand total opportunity per offer within each account as well as what has been captured to date and the remaining opportunity Align the appropriate service offerings to successfully migrate to new platforms/offerings	GSI-Business Review Reports
SE	Understand account Wallet opportunities Ensure SFDC Pipeline opportunities properly reflect technology for EVERY account		Weekly
Acct Lead	Analyze Share and Remaining Wallet Understand total opportunity per offer within each account as well as what has been captured to date and the remaining opportunity Include Wallet as part of IAP doc and discussion Ensure SFDC Pipeline opportunities properly reflect technology for EVERY account		Weekly

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GSSI FY19 Execution Guidelines
Play and Offer Target Identification by Role

Type	Guideline	Support Tools	Frequency
VP	Promote and support the importance of Offer Targeting & Prioritization.		N/A
S&P and Central Sales Leadership	Promote and support the importance of Offer Targeting & Prioritization.	Global Transform the Business - Executive Review, Offer Status by Account Global Transform the Business Executive Review, Customer Discovery Status
Arch RMs	Input & Validation of targeting logic with GSSI Arch Leads Support importance of prioritized team execution via targeting Review targeting results with OD & RM team Actively participate in quarterly targeting reviews		Initial FY19 Launch Updates as required by Leadership
Arch Specialists	Validate targeting information Discuss account targeting results with account lead and SE Provide updates to logic as required to GSS Arch Leads for Sector
OD/CD/SSEM	Understand targeting for customer base Leverage targeting during account review process to ensure team is focused appropriately Support team prioritization of targeted accounts Support early engagement of Services team to ensure best outcome
Sales RM/SEM
Service Seller	Validate targeting information Discuss account targeting results with account lead and SE Provide updates to logic as required
SE	Understand the Plays and Offers targeted for your account Understand and validate technical adoption capability of Offer Targeting for account(s) with specialist
Acct Lead	Work with Arch PSS and Service Seller to understand what Plays and Offers are targeted for your account Understand and validate business process adoption capability of Offer Targeting for account(s) with specialist

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GSSI FY19 Execution Guidelines
Play Execution & Tracking by Role

Type	Guideline	Support Tools	Frequency
VP	Promote and support the importance of Play Execution and timely Leading Indicator (SES) updates	N/A	Quarterly
S&P and Central Sales Leadership	Reinforce importance of training priorities (Playbook and Offer training) Support Play Execution for Targeted Offers Work with Arch RMs and Sales RMs to ensure timely Leading Indicator (SES) updates by responsible Specialists (PSS and Svc Sellers) Ensure Sales RMs hold Acct Leads and Svc Sellers responsible for timely Leading Indicator (SES) updates as required	Transform the Business Dashboard Global Transform the Business Executive Review, Leading Indicator Status	Monthly
Arch RMs	Work with GSSI Arch Lead to deliver relevant Playbook training to specialist and field teams Ensure team execution of targeted offers Ensure timely, accurate SES updates by specialists (wk 3 of fiscal month)	Digital Playbooks Playbook Training Qtrly Training Priorities (aligned to offers) Global Transform the Business Leading Indicator Input Global Transform the Business Executive Review, Leading Indicator Status Global Transform the Business - Executive Review-Performance by offer	Monthly
Arch Specialists	Attend required trainings Execute against targeted offers for assigned accounts Update Leading Indicators/Sales Engagement Status (SES) as required		Ongoing, Monthly
OD/CD/SSEM	Ensure teams attend required training (Roadshow, Offer Training for Digital Playbooks) Actively support and help teams prioritize to ensure execution focus for targeted offers within account base Ensure Acct Leads complete updates to Leading Indicator (SES) as appropriate (wk 3 of fiscal month)	Playbook Training Qtrly Training Priorities (aligned to offers) Global Transform the Business Executive Review, Leading Indicator Status Global Transform the Business - Executive Review-Performance by Offer
Sales RM/SEM
Service Seller	Attend trainings as required Work with account lead to execute against services aligned to targeted architecture offerings in assigned accounts Execute against targeted CX offers for assigned accounts Update Services Sales Engagement Status as required (end of fiscal wk 3)	Digital Playbooks Playbook Training Qtrly Training Priorities (aligned to offers) Global Transform the Business Leading Indicator Input Global Transform the Business - Executive Review-Performance by Offer
SE	Attend Playbook training and complete training required for targeted Plays Actively work with specialist teams to support and enable Play execution for targeted offers Review and align with specialist on current Sales Engagement Status	Digital Playbooks Playbook Training Qtrly Training Priorities (aligned to offers)
Acct Lead	Attend Playbook training and complete training required for targeted Plays Actively work with specialist teams to support and enable Play execution for targeted offers Review and align with Arch and Service specialist on current Sales Engagement Status Update (Sales Engagement Status as required (end of fiscal wk 3)	Digital Playbooks Playbook Training Qtrly Training Priorities (aligned to offers) Global Transform the Business Leading Indicator Input Global Transform the Business - Executive Review-Performance by Offer

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GSSI FY19 Execution Guidelines
Executive Briefings by Role

Type	Guideline	Support Tools	Frequency
VP	Promote and support importance of GSSI CXO Briefing approach across the area Set expectation expectation & define requirement across all accounts to host a Customer CXO Briefing aligned to GSSI prescriptive approach. Participate in CXO Briefings as appropriate	N/A	FY19 Launch Ongoing
S&P and Central Sales Leadership	Understand process and support GSSI CXO Briefing approach across the Area Ensure accounts meet Leadership requirements to host a Customer CXO Briefing aligned to GSSI prescriptive approach Participate in CXO Briefings as appropriate	GSSI Customer CXO Briefing Training Transform the Business Dashboard	Monthly
Arch RMs	Understand process and Support Area customer CXO Briefings as appropriate		Monthly
Arch Specialists	Participate in customer CXO Briefings as appropriate	GSSI Customer CXO Briefing Training	Yearly
OD/CD/SSEM	Understand process and ensure teams are actively executing against GSSI Customer CXO Briefing approach (content, attendees etc.) Review CXO briefing history for Op/Region and strategize with team where appropriate to secure CXO agreement to briefing Ensure no account goes longer than 18 months without a Customer CXO BriefingParticipate in customer CXO Briefings as appropriate	GSSI Customer CXO Briefing Training Transform the Business Dashboard	Monthly
Sales RM/SEM			Monthly
Service Seller	Understand process and participate in customer CXO Briefings as appropriate	GSSI Customer CXO Briefing Training	Yearly
SE		GSSI Customer CXO Briefing Training
Acct Lead	Plan and execute CXO Executive briefing yearly live or virtual Submit Briefing requests via SFDC for CXC events Plan and execute CXO briefing leveraging Industry agendas, Positioning Play Messaging, etc. Track final Customer CXO attendees and topics as required	GSSI Customer CXO Briefing Training IAP Template

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GSSI FY19 Execution Guidelines
Inspection, Insight & Action by Role

Type	Guideline	Support Tools	Frequency
VP	Promote and support the importance of Play insights and best practice sharing Understand Area trends, progress and behavioral inspection at summary level Participate in regular review sessions	Transform the Business Dashboard	Quarterly
S&P and Central Sales Leadership	Actively promote and support Area forum to share insights and learnings Proactively review monthly GSI reports, inspect teams, understand trends, progress and behaviors and coach to improve Host and participate in monthly review sessions with Arch Leads, using Dashboard to lead discussion	Global Transform the Business - Executive Review-Performance by Offer Transform the Business Dashboard SFDC Pipeline	Monthly
Arch RMs	Inspect and ensure key deliverables completed on timely basis (Discovery, Leading Indicators etc.)
Arch Specialists	Work with team to proactively capture and share Area insights and key learnings Inspect specialist progress, meet to discuss necessary tactical activities at OP and Region level and highlight key accounts and actions to progress Review GSI reports, meet with Sales OD/RM to discuss progress and opportunities for improvement Participate in monthly review sessions with Area Leadership to share learnings, discuss progress and plans to improve	Transform the Business Dashboard Global Transform the Business - Executive Review-Performance by Offer
OD/CD/SSEM	Proactively identify and communicate insights and key learnings Actively participate in 1:1 with Arch Leader and Account owner to discuss progress, challenges and recommended actions to improve
Sales RM/SEM	Work with team to capture and share Area insights and key learnings Inspect PSS & Svc Seller progress, drive necessary tactical activities at OP and Region level w/actions required to progress Leverage Dashboard to meet with Sales OD/RM to discuss progress and opportunities for improvement Participate in monthly review sessions with Area Leadership to share learnings, discuss progress and plans to improve Coach teams as appropriate	Transform the Business Dashboard Global Transform the Business - Executive Review-Performance by Offer
Service Seller
SE	Proactively identify and communicate insights and key learnings Actively participate in discussion with RM and Account owner to discuss progress, challenges and recommended actions to improve	Global Transform the Business - Executive Review-Performance by Offer
Acct Lead	Understand current progress against targeted Plays/Offers Actively work with Arch and Service specialists and sales leadership to understand trends, progress, challenges and specific recommendations for improvement in account(s) Support team in driving recommended actions to improve

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GSSI FY19 Execution Guidelines
QBR by Role

Type	Guideline	Support Tools	Frequency
VP	Prepare and deliver Product and Services integrated Area QBR to Leadership Review Area specific Sales Play progress, trends, insights, and actions planned to improve progress in key areas Ensure only QBR template slides provided are included in final submission	Transform the Business Dashboard Global Transform the Business - Executive Review-Performance by Offer QBR Template	Quarterly
S&P and Central Sales Leadership	Work with Arch leaders, Area leaders and available tools to identify and document Area progress, trends, insights and actions planned as part of QBR planning and dialogue Focus on the "why" behind areas of success or challenge and next steps Complete and include only the QBR template slides for final QBR submission Post final QBR document to box folder provided	Transform the Business Dashboard Global Transform the Business - Executive Review-Performance by Offer QBR Template
Arch RMs	Support GSSI Arch level QBR development by working with Arch Dir to prepare QBR materials and provide context for rich dialogue by leveraging Area insights, learnings and specialist progress or challenges Participate in Area level QBR development by working with Area leadership to prepare QBR materials and provide context for rich dialogue by leveraging Area insights, learnings and specialist progress or challenges Engage in monthly review sessions with Area Leadership to actively capture QBR content	Transform the Business Dashboard Global Transform the Business - Executive Review-Performance by Offer QBR Template
Arch Specialists	Proactively identify and communicate insights and key learnings Actively participate in 1:1 with Arch Leader and Account lead to discuss progress, challenges and recommended actions to improve	Transform the Business Dashboard Global Transform the Business - Executive Review-Performance by Offer N/A	Monthly
OD/CD/SSEM	Actively participate in forums to share insights and key learnings as appropriate Work proactively with direct teams, Arch leadership and specialists to understand trends, progress, challenges and specific recommendations for improvement and share with Area leadership to ensure content is included in QBR as appropriate
Sales RM/SEM
Service Seller	N/A		N/A
SE
Acct Lead

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