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Business Requirements Questionnaire

Version 3.0 Prerequisites:
Prior to conducting the Solution Discovery Workshop, it is understood that the customer has been qualified through the Account Qualifications Template and the appropriate stakeholders have been identified and will be present at the discovery workshop.

Document Instructions:

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Click the icon that looks like a yellow padlock. a. b. If the padlock is not active, click the design move icon. The padlock icon should then be accessible.

Where applicable replace <Partner Logo> with your logo graphic, otherwise delete that reference. Fields are used in the following manner: o TOC - Update the Table of Contents by right clicking in TOC and choosing Update Field, Update Entire Table. o Title and SaveDate contained in the footer of the document. The Title is located in File, properties change to match asset that is being created. Revised date is the SaveDate field. To update either field: switch to view header/footer mode; right click field, choose update.

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The recommended owner of this document is Partner Sales. Version Control This document will be kept current on the Lifecycle Services Web site. It is recommended that rather than archiving this document, you download it each time you need it. Document Owner(s) Version Number Date Nature of Update

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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 partner agreement (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 business opportunities; 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-Cisco products 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 ITS SUPPLIERS DISCLAIM ALL WARRANTIES, EXPRESSED OR IMPLIED INCLUDING, WITHOUT LIMITATION, THOSE OF MERCHANTABILITY, FITNESS FOR A PARTICULAR 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 ITS SUPPLIERS SHALL NOT BE LIABLE FOR ANY INDIRECT, SPECIAL, CONSEQUENTIAL, OR INCIDENTAL DAMAGES INCLUDING, WITHOUT LIMITATION, LOST PROFITS OR REVENUES WHETHER ARISING IN CONTRACT, TORT (INCLUDING NEGLIGENCE), OR OTHERWISE, EVEN IF CISCO OR ITS SUPPLIERS HAVE BEEN ADVISED OF THE POSSIBILITY OF SUCH DAMAGES.

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Business Requirements Questionnaire

Version 3.0
Document Overview:
In the introduction to the Discovery Workshop it is recommended that you provide a quick review of your understanding of the compelling event, strategic (proactive) or tactical (reactive). The Business Requirements Questionnaire provides the framework for an in depth analysis of the customers business 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 before delving into the details of business requirements. Query the customer to ensure that your goals for the session meet their expectations. Give the customer the opportunity to express any additional expectations outside of what has been addressed. It is recommended that you document the source of your information using the stakeholder section in the event it is needed for later reference.

<Customer Name>
<Insert Partner Logo>
<Partner Address> <Partner Website>

Corporate Headquarters Cisco 170 West Tasman Drive San Jose, CA 95134-1706 USA http://www.cisco.com Tel: 408 526-4000 800 553-NETS (6387) Fax: 408 526-4100
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Business Requirements Questionnaire

1)
Stakeholder information

This section is designed to gather important information about the customer audience attending the Discovery Workshop. Identify the key players in attendance and what role they will play in the decision making process. Name Title Stakeholder Budgetary Authority Purchasing Authority

Yes/No Yes/No Yes/No Yes/No Yes/No Yes/No Yes/No

Yes/No Yes/No Yes/No Yes/No Yes/No Yes/No Yes/No

Yes/No Yes/No Yes/No Yes/No 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 this conversation 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 make
financial/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.) Current Personnel Estimated Personnel in 1 Yr Estimated Personnel In 5 Yrs Included in this Project?

<Customer>

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 are technologically focused. Business objectives will have a direct impact on one or more of the following: revenue, profit, and/or shareholder value. You will identify by department the planned initiatives and budgetary costs associated with those initiatives. Those costs will provide needed inputs to the ROI model used to support your business case document. We understand that there may be redundancy in the questioning, but it is important to understand the business from both an organizational and departmental level. Print as many copies of these tables as necessary to conduct the workshop efficiently. Business Initiative /Objective Estimated Start Date Estimated Completion Date 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 this solution? <Answer here> b) Do you have any redundancy or disaster recovery requirements? Yes/No If yes, describe: <Answer here>

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: <Answer here> d) Do you have any specific security requirements? Yes/No If yes, describe: <Answer here>
$ <Estimated Cost> $ <Estimated Cost> $ <Estimated Cost> $ <Estimated Cost>

e) What are your initiatives relative to improving employee productivity? <Answer here> f) Do you have any initiatives related to employee retention and/or recruiting? <Answer here> 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 the extensive possibilities CNS can offer) <Answer here> More effective communication Streamlined business processes (ISV potential) Collaborative information sharing Positive impact on both top and bottom line
Table 4

Business Requirements Questionnaire

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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. <Answer here> b) How are your key initiatives tied in to the overall business strategy? <Answer here> c) What are your initiatives relative to improving employee productivity? <Answer here> d) What are your key performance metrics for success of your initiative(s)? <Answer here> 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 introduce them to the extensive possibilities CNS can offer) <Answer here> 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? <Answer here> g) 3) Do you utilize outside voice or web conferencing services? <Answer here>
$ <Estimated Cost> $ <Estimated Cost>

h) 4) Does the average employee manage multiple messaging media? (email, cell, station level) <Answer here> i) Do you have any redundancy or disaster recovery requirements? Yes/No If yes, describe: <Answer here>
$ <Estimated Cost>

j) Do you have any specific security requirements? Yes/No If yes, describe: <Answer here>

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Departmental Objectives and Initiatives

k) 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: <Answer here>
$ <Estimated Cost> $ <Estimated Cost> $ <Estimated Cost> $ <Estimated Cost>
Table 5

4)

Departmental Physical Location

Query by department to determine how they are structured physically, how they communicate and what systems they are reliant upon. Use Figure 6 to gather the information required to understand the customers existing departmental topology. Remember to print as many copies of Figure 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: <Answer here>

b) Is your department revenue generating? Yes/No If yes, describe: <Answer here>

c) List all of the ways that your team communicates/interacts with your customers? <Answer here> d) Describe the customer experience relative to communicating with your organization. <Answer here> e) Are there any best practices regarding the ways in which you interact with your customers to consider? <Answer here> f) Is your team centralized or dispersed to multiple locations? <Answer here> If so, how is that structured? <Answer here>

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

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Departmental Physical Location Detail <Answer here> h) How does your team communicate within your organization? <Answer here> i) What business applications, other than Microsoft apps, does your department use on a daily basis? (CRM/Sales Force Automation, etc.) <Answer here> Have you integrated any of these business applications with your communications system? Detail: <Answer here> j) What processes within your department are labor-intensive? <Answer here> Explain? <Answer here>

k) What percentage of your team, if any, qualify as: Mobile Workforce ENTER % Virtual Office ENTER %

How is that administered currently? <Answer here> What is the estimated cost per user:
Mobile Workforce Setup non-recurring: Monthly recurring: $ <Estimated Cost> $ <Estimated Cost> Virtual Workforce Setup non-recurring: Monthly recurring: $ <Estimated Cost> $ <Estimated Cost>

l) 1) What type of mobility applications are you utilizing currently? <Answer here> m) 2) How does your mobile workforce communicate with the organization while mobile? (i.e. cell phone, calling card, blackberry, etc.) <Answer here> n) 3) Does your mobile workforce require the same access as the office based personnel? <Answer here> o) 4) Do you feel that your mobile workers are as productive as office based personnel? <Answer here> p) 5) From your perspective how can you enhance the productivity of mobile workers? <Answer here> q) 6) Are your mobile workers included in this solution? <Answer here>

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Departmental Physical Location Detail

r) 7) Are there specific challenges collaborating with the mobile workforce? <Answer here> s) 8) Would remote collaboration capabilities reduce travel costs? (i.e. personnel onboarding, training, team meetings, etc.) Yes/No t) If Yes, Estimated Training costs: <Answer here>

u) 9) Would remote collaboration capabilities expand your ability to recruit needed skill-sets? Yes/No v) How often do you hire new employees and do you have frequent turnover? <Answer here> What are the associated costs? <Answer here>
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 typical user. 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? <Answer here> b) Approximate percentage of time per day spent on a PC. <Answer here> c) Number of applications the user accesses in a typical day: 5 plus 3-5 1-3 None

d) Rate the user group based upon overall computer/electronic interface skillset: Proficient Above Average Average Not utilized

e) Approximate percentage of personnel who speak English as a second language. <Answer here> f) Training how do they best learn new material? (i.e. Instructor Led, Web based, etc.) <Answer here> g) In comparison to projects of similar size and scope, what adoption rates have you experienced? <Answer here> 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. 5 Explain: 4 3 2 1

<Answer here>
Table 7

6)

Next Steps

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

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