1. Relationships
1.1. Influence Map
1.1.1. https://www.pepsico.com/about/leadership
1.2. Palo Alto Networks
2. Account Overview
2.1. Life Time Value
2.1.1. Data Centers
2.1.1.1. $900K
2.1.2. Azure VM
2.1.2.1. $400K
2.1.3. Factory Sites
2.1.3.1. $1.1
2.1.4. Pro Services
2.1.4.1. $300K
2.1.5. NSN
2.1.5.1. $2m
2.1.6. Prisma Cloud
2.1.6.1. $725K
2.2. Security Posture
2.2.1. BPA
2.3. Operations and Delivery
2.4. Opportunities
2.4.1. Clari Q4
2.4.1.1. Field Sites
2.4.1.1.1. $419K
2.4.1.2. Factory Sites
2.4.1.2.1. $1.7M
2.4.1.3. Services
2.4.1.3.1. $1.7M
2.4.1.4. Consulting
2.4.1.4.1. $165K
2.4.2. Not in Clari Q4
2.4.2.1. Data Center
2.4.2.1.1. $2M
2.4.2.2. ELA
2.4.2.2.1. $5M
2.4.2.3. ESA
2.4.2.3.1. $2M
2.4.3. 2021
2.4.3.1. Replace WSS
2.4.3.1.1. Distribution Sites
2.4.3.1.2. $5M
2.4.3.1.3. Remote Worksforce
2.4.3.2. SOC Auotmation
2.4.3.2.1. $10M
3. Business Value
3.1. Guided Selling
3.1.1. Economics
3.1.2. Metrics
3.1.3. ID Pain
3.1.4. Champions
3.1.5. Decision Criteria
3.1.6. Decision Process
3.2. Technical Close Plan
3.3. Account Planning
3.3.1. Call Plans
3.3.2. Work Back
3.3.3. EBC
3.3.4. QBR
3.3.4.1. QSR
3.3.4.1.1. Monthly