The document is a customer briefing template designed for sales teams to prepare for customer meetings, outlining essential sections to be filled out, including attendee information, meeting objectives, and activity details. It emphasizes keeping each section brief while highlighting critical meeting components, such as the agenda and participant roles. The final section includes instructions for summarizing key executive bios if the number of attendees is four or fewer.

1. Xxxx Customer Briefing Document Page 1
CUSTOMER / PARTNER MEETING / ACTIVITY:
<ORGANIZATION NAME>
** Please delete these instructions once you have filled out this form**
INSTRUCTIONS:Please keep this document very brief, just the most important info
This document has three sections...
o Page 1: Overview of attendees / meeting purpose
o Page 2: Background re customer / Company relationship
o Page 3: Bios / pictures of customer attendees
Items in red font are for you to fill-in-the-blank ... items in blue font are instruction
Sales teams must work together to complete brief
Please highlight the critical itemsin the document in yellow highlight
Meeting / Activity Date/Time/Location:
Principal’sRole / Participation: i.e. 15 min presentation, 30 min Q&A, 30 min roundtable
discussion, etc.
Briefing Prepared By:
CUSTOMER ATTENDEES TITLE / RESPONSIBILITY PICTURE
REQUIRED
[Name / Pronunciation /
Address As]
Executive Assistant (Name) Phone Number and / or Email
[Name / Pronunciation]
COMPANY ATTENDEES POSITION PICTURE
REQUIRED
[Name / Pronunciation if Needed]
COMPANY CONTACTS FOR PRINCIPAL TO UPDATE VIA
VOICEMAIL
VOICEMAIL #
If no other company employees will be in attendance, who should Principal
update following the call or meeting?
ACTIVITY OVERVIEW + AGENDA
Describe the activity
Include minute by minute event agenda (i.e. 9-9:15am: introductions, 9:15am –
10:00ampresentation, Q&A, etc. )
Also include info such as “Brad will kick off meeting then turn it over to John, or XYZ
advisory board member will make comments before turning it over to John)

2. Xxxx Customer Briefing Document Page 2
** Please keep each section below brief and succinct **
PRINCIPAL ANDCOMPANY’S OBJECTIVES / MESSAGES
Also mention if there is a specific urgency for meeting / deadline trying to meet
TOP 3 GOALS/MESSAGES PRINCIPAL SHOULD DELIVER:
CUSTOMER’S OBJECTIVES:
What does the customer hope to get out of this meeting.
CUSTOMER’S TOP 5 BUSINESS OBJECTIVES
CUSTOMER’S TOP 5 IT OBJECTIVES
PAST COMPANYEXECUTIVE CONTACT
Name / Date / Location / Topic Discussed
HOT BUTTONS:
Topic
COMPETITIVE ISSUES:
COMPANY’S TOP 3 BENEFITS:
CUSTOMER BACKGROUND:(Topline snapshot of the company)
Number of Employees
Sales / Revenue / Profits
Position in Industry (Market Share / Strengths / Weaknesses)
Geographical Coverage / Customer Base
BRIEF BACKGROUND RE LAST 12 MONTHS
Significant company or relevant industry changes / events
Significant Cisco-customer account activities

3. Xxxx Customer Briefing Document Page 3
COMPETITIVE INSTALLED BASE
BUSINESS REVENUE POTENTIAL
Amount / Product or Opportunity / Timing
BIOS / PHOTOS OF KEY EXECUTIVES(bullet points) **only if there are 4 attendees or
less. If there are more than 4, you will need to complete the bio template
[INSERT PICTURE]
ORGANIZATION NAME
PERSON’S NAME
Title
ABOUT [INSERT LAST NAME]
● Brief statement re their responsibilities with the organization
[e.g., “Top editor covering technology,” “Manages security projects,” “Leading EMEA voice analyst”]
● Brief statement re their background
[e.g., “17 years in telecom,” “Previously worked at BusinessWeek”]
● Brief statement re their organization, if you feel principal should know something specific
about it or feel he is not familiar with it
[e.g., “Largest healthcare company in UK,” “Views IT as strategic to their business,” “Small chip
manufacturer ... 250 employees / $500K annual revenue,” “Recently reported $30M earnings miss due to
competitive issues”]
● Brief statement re person’s interests / knowledge level
[e.g., “Interested in Services,” “Covers networking from business perspective,” “Drove purchase of Cisco’s
security solution / now interested in IPT,” “Not very technical”]
COMPANY -RELATED EXPERIENCE
● Brief statement re their previous interaction with company
[e.g., “Regular attendee on Industry Analyst Quarterly calls,” “You met with Joe at N+I,” “Has been
covering Cisco for 11 years,” “Meets regularly with Rob Lloyd”]
● Brief statement re perceptions / knowledge level re company and related issues
[e.g., “Issued positive report re BT announcement,” “Loves Juniper,” “New to covering Cisco,” “Skeptical
re security,” ]