Federal/National Government
Concerns
Aging infrastructure that can’t keep up with mission requirements
Government budget restrictions due to non appropriation events
Fragmented spending by individual IT business across federal agencies
Cloud adoption forcing more stringent compliance requirements
Untracked licenses as liability risk
Benefits
Cross-agency IT modernization
Financial predictability
Intradepartment budget consolidation
Support for “whole of government” initiatives with
simplified license management
Single compliance framework for all cloud offers
Predictability with visibility into license consumption
Does your customer have federal modernization initiatives (defense modernization, installation of future, etc.)?
Does your customer have a mandate to move a portion of its workload to cloud, such as a cloud-first initiative?
Does your customer have a huge installed base that needs to be refreshed?
Do all the scoped EA offers comply with the customer’s requirements involving compliance (such as FedRAMP) and air-gapped licensing?
Are all the scoped EA offers trade agreement compliant, for example, the Trade Agreements Act (TAA) in the US?
Is your customer consolidating all federal IT services onto a single shared platform? Do they have a “whole of government” initiative?
Does Cisco have any agencywide contract in place for this customer already? Will the contract vehicle allow for adding EA terms as an annexure?
Will the customer consider a payment plan? Will the contract vehicle allow for financing? Does a document already exist?
