Outcome-Led • Capability-Anchored • Intent-Aware • Platform-Native

Executive Summary

1. Purpose, Scope & Collaboration Intent

1.1 Executive Summary

The ROI Tool shall be a value-first decision support experience that quantifies the total business value of modernizing connectivity, security, cloud enablement, and communications — before requiring customers to choose specific products. It is intended as a guided value discovery and buying-journey acceleration tool — not a pricing calculator and not a product selector — built natively on the Vendor Platform.

Phase 1 shall focus on ‘s Network-as-a-Service (NaaS) — a holistic solution offered in five closely related variations: Internet On-Demand (IoD), Ethernet Fabric Connect (EFC), IP VPN On-Demand (VPNoD), Multi-Cloud Gateway (MCGW), and Cloud Interconnect (LCI). These variations share a common platform, similar invoiceable elements, and overlapping, on-demand pricing structures, and shall be treated as one service family for build, content, and pricing purposes. Cost-only recommended Add-ons (security and managed services) shall layer on top of the NaaS service. The tool’s design must be extensible so additional solution sets and bundles can be added in later phases without re-architecture.

One-line vision.

Quantify total business value first, then let customers explore products and bundles through capability-anchored, intent-aware drill-downs — accelerating confident buying decisions without premature technical choices.

1.2 Two Audiences the Tool Must Serve

sellers and channel partners. Move customers through the buying journey, accelerate funding-ready discussions, and increase revenue.
Customers using the tool self-service. Provide an intuitive experience that helps customers understand how services solve their organizational needs.

The same shared experience shall serve both audiences in Phase 1, with one suggested seller-only sub-tab on the combined Compare + Plan & Fund screen (defined in Section 8).

1.3 Document Purpose

This document shall serve as the foundation for collaborative requirements discussions between and Vendor. It defines:

Tool purpose, design principles, and the standard ROI tool flow.
Customer-facing and sales-facing experiences (screen-by-screen).
ROI calculation logic — how customer inputs shall drive ROI estimates.
Phase 1 product reference: prompts, input options, logic, outputs, and invoiceable-element pricing.
Template guardrails for Vendor and internal teams.
Phased build strategy and stakeholder validation expectations.

2. Vision & Phase 1 Focus

In plain language: Phase 1 shall deliver a working ROI tool focused on ‘s NaaS connectivity service (IoD, EFC, VPNoD, MCGW, LCI). A customer or seller shall be able to answer a small number of banded questions and see a credible total annual business value range in roughly two minutes, then choose how deep to go — exploring example scenarios or moving directly to a budget-level estimate. The full portfolio is intentionally out of scope for Phase 1 so the team can prove the model, the math, and the experience on a single coherent solution before expanding.

Additional phases focused on other product sets and/or vertical bundles are potentially planned once the tool has demonstrated value for . Future-phase scope shall be confirmed based on Phase 1 results, customer adoption, and demonstrated business outcomes — not committed in advance.

The tool’s vision shall remain consistent across phases: lead with outcomes and value, anchor understanding in capabilities, expose products only on customer intent, and produce a single combined ROI that earns the right to a funding conversation.

3. Core Design Principles

The following principles describe requirements that are critical to how the tool shall feel and behave. They are intentionally focused on -specific intent — not on capabilities already provided natively by the Platform.

Outcome first, products later. Customers shall enter through business outcomes, never technology or SKUs.
One combined ROI tells the story. A single annual value range shall be the headline output. Product depth is optional.
Capabilities anchor understanding; products explain delivery. Capability lanes shall sit between outcomes and SKUs.
Solution-set differentiators explain why. Beneath each capability lane, the tool shall expose the unique service-level reasons the launched solution set delivers that lane’s value — plain-language, narrative cards tied to the customer’s selected outcomes. Differentiators shall be presentation-layer only and shall not alter the value-pool math.
Flexible vs. Foundational is a maturity decision, not a binary. Customers should see value across capability lanes when phases unlock them.
Transparency builds trust. Benchmark vs. validated assumptions shall be clearly labeled at every step.
Customers control when specificity is introduced. Product naming, comparison, and architectures shall appear only on customer intent.
Customer-facing and sales-facing shall share the same experience in Phase 1. The only seller-only element shall be the Screen 6 technical detail sub-tab.
Scope-aware sizing. ROI shall be sized to what the customer is actually evaluating (single location, subset, or full footprint).
Extensibility.Additional products, solutions, capability lanes, scenarios, and vertical bundles shall be addable in subsequent phases without re-architecting the experience or the value-pool math.

4. Standard ROI Tool Flow

The flow shall be identical for all personas; depth and language shall differ by view. Phase 1 shall present a six-screen flow that merges Capability Contribution and Path Selector into the Screen 4 results panel, and merges Compare and Plan & Fund into a single combined view (Screen 6).

Step	What happens
1. Customer Context & Scope	Optional company name unlocks AI-prefill of industry, company size, and geographic footprint as hypotheses to confirm. Scope (single location / subset / most-or-all) sets a magnitude multiplier. Subset uses a single shared site-count band for both views. No seller-only override.
2. Outcomes (WHY)	Customer selects up to two business outcomes from the fixed list of six. AI orders the most likely top outcome first when company name is provided.
3. Decision Signals	Four banded questions across both views in Phase 1 (change frequency, demand predictability, lead time, workload maturity), plus two optional questions (mission-critical share, growth).
4. Combined ROI + Capability Mix + Path	Total Estimated Annual Business Value range (low / mid / high) — the conversation anchor — plus a capability contribution chart and the path action(s) inline.
5. Learn (optional scenario explorer)	Five Phase 1 scenarios in business-default register only. Technical wording variants deferred to Phase 2 on screens telemetry shows are heavily IT-buyer-used.
6. Combined Compare + Plan & Fund	Single combined analysis view: baseline-vs-today, specific-offer narrative (where selected), sizing inputs, directional cost range, multi-year view, net annual value, payback in months, sensitivity, full assumptions log, and one-click path-to-quote (if possible).
Save / Share	Lead gate using a -determined contact form (fields confirmed by ) that the customer completes to download the -branded executive summary PDF. PDF includes combined ROI, capability contribution, scenario highlights, the budget-level estimate (when used), and contact information. Vendor shall pass captured lead data and tool analytics back to .

5. Phased Build & Alignment Strategy

The phased build strategy shall focus on which solution sets and potential vertical bundles are added over time. As later phases are added, customers shall be able to select multiple products together and explore how the combined ROI grows when more than one capability is in the mix. The capability contribution view (Screen 4) shall be the primary place this multi-product story is captured.

5.1 Phase Coverage Summary

The table below summarizes the solution sets in scope for each phase and what each phase shall enable. Phase 1 is fully committed; phases beyond Phase 1 are illustrative, with scope, sequencing, and components remaining subject to refinement and reprioritization based on Phase 1 results, customer adoption, and demonstrated business outcomes.

Phase	Solution sets in scope	What it shall enable
Phase 1	NaaS connectivity service (IoD, EFC, VPNoD, MCGW, LCI variations) plus cost-only Recommended Add-ons.	Decision-level value proof; budget-level estimate; vertical starter packs (final list and quantity to be identified by Product Marketing) at launch.
Phase 2	Additional connectivity solution sets (e.g., Dedicated High-Capacity, Edge Compute & Storage, Colocation).	Customers can begin selecting multiple services together; capability contribution view shall show combined ROI across selected services.
Phase 3	Security and managed-service product bundles (capability stacking on top of NaaS).	Bundle-level ROI views shall show how layering security and managed services on top of NaaS changes the combined ROI.
Phase 4	Communications & Collaboration Modernization and Live Media (Vyvx); potential vertical bundles (final list TBD).	Portfolio completeness; vertical bundles surface as one-click starting points where they apply.

5.2 Phase 1 Scope

One solution set: NaaS connectivity service (IoD, EFC, VPNoD, MCGW, LCI variations) plus cost-only Recommended Add-ons.
Two buyer-journey paths: Learn (optional scenario explorer) and Combined Compare + Plan & Fund — built from the shared Screens 1–4 engine.
Both customer-facing and sales-facing tracks shall share the same six-screen flow. The Screen 6 technical detail sub-tab shall be the only seller-only Phase 1 element suggested to be added.
Most pricing in Phase 1 shall use ‘s public list pricing for the NaaS service variations and Recommended Add-ons. If no public list pricing information is available for Phase 1 or later Phase products, will provide pricing or pricing range information needed for the ROI Tool calculations or standard industry pricing will be used.
Lead gate at Save / Share shall use a -determined contact form; captured leads and tool analytics shall be passed back to by Vendor.
Vertical starter packs for priority verticals — preset outcome priorities and scope defaults per vertical to make it easier for priority vertical contacts to prefill common industry-standard questions upfront.
Single-click path-to-quote handoff with all sizing inputs preserved.
Day-one instrumentation: completion %, drop-off step, most-used scenario, share/download conversion, path-to-quote conversion.

5.3 Future-Phase Direction

Future phases may expand the tool’s coverage in two ways: adding additional solution sets (so customers can model multiple products together and see combined ROI grow) and introducing additional vertical starter packs and product bundles where applicable and as identified by Product Marketing. None of these additions are committed; future-phase scope, sequencing, and components remain subject to refinement and reprioritization based on Phase 1 results and stakeholder validation. The tool’s value-pool engine and screen flow shall remain stable; phases shall add scope, not re-architect the experience.

All six selectable business outcomes shall be supported from Phase 1 onward — agility; cost predictability; downtime, security & availability risk reduction; cloud / application acceleration; operational efficiency; and communications & collaboration modernization. Phasing shall control depth of solution drill-downs, not outcome availability.

6. Phase 1 Product Scope at a Glance

Phase 1 covers ‘s NaaS connectivity service as a single, holistic offer presented in five closely related variations. The variations share a common platform, similar invoiceable elements, and related pricing structures, and shall be treated as one service family.

NaaS service variation	What it shall solve
Internet On-Demand (IoD)	An on‑demand internet service that lets customers activate, modify, or scale dedicated internet connectivity in near real time through a digital portal or APIs
Ethernet Fabric Connect (EFC)	A Layer 2 Ethernet connectivity service that provides point‑to‑point or multipoint private connections between sites, data centers, and cloud on‑ramps, and also serves as the attachment layer for fabric‑based services.
IP VPN On-Demand (VPNoD)	An on‑demand Layer 3 IP VPN service that enables customers to create secure, private WAN and cloud connections in real time over ’s global network.
Multi-Cloud Gateway (MCGW)	A fabric‑based Layer 3 routing service that centrally connects and manages private connectivity across multiple public clouds, data centers, and customer sites.
Cloud Interconnect (LCI)	A dedicated, private cloud connectivity service—initially for AWS—that delivers predictable, high‑performance access from customer sites or data centers into a single cloud provider, bypassing the public internet.

Foundational delivery layer (not separately selectable): Connectivity Fabric, Fabric Port / NaaS Port / M-Uni, Ethernet Fabric Connect, MCGW Instance, MCGW Interface are all considered foundational elements and may be mentioned in messaging, but these elements shall be bundled into per-variation cost estimates so users see one total per variation per NaaS service variation. Full detail in Section 10.6.

7. Customer-Facing Experience (Screen-by-Screen)

Goal: deliver a credible combined ROI in approximately two minutes using four banded questions plus context, then let the customer choose how deep to go via the combined Compare + Plan & Fund view.

Screen 1 — Welcome / Context & Scope

Prompt: Tell us a little about your organization and what you’re evaluating.

Company name (optional, single-line text — appears first).

What company is this for? (Optional — sharing this lets us prefill some details for you to confirm.) If provided, the Value Navigator shall use public firmographic data to prefill suggested industry, company size band, and geographic footprint as hypotheses. AI prefill shall be native to Vendor.

Organization context inputs (single-select):

Industry: Technology; Healthcare; Financial Services; Manufacturing; Retail; Public Sector; Other.
Company size (employees): <1,000; 1,000–5,000; 5,000–20,000; 20,000+.
Geographic footprint (optional): Single region (one country or contiguous geography); Multi-region; Global.

Scope of this evaluation (single-select, REQUIRED): What part of your environment are you evaluating today?

A single location (HQ, main data center, or pilot location).
A subset of sites (region, business unit, or phased rollout).
Most or all of our footprint.

Conditional follow-up — fires only when “A subset of sites” is selected. Phase 1 customer-facing shall use a single banded site-count question: Roughly how much of your footprint does this evaluation cover?

1–10 sites
11–50 sites
51–200 sites
200+ sites
Not sure

Vertical starter packs.

At launch, selected priority verticals (final list and quantity to be identified by Product Marketing during Phase 1 build; example industries shown for illustration only — e.g., Healthcare, Retail, Financial Services, SLED) shall appear as preset starting points on Screen 1. Each starter pack shall pre-load outcome priorities, scope defaults, and benchmark overrides. The customer shall be able to override anything; the same engine shall be reused. A starter pack shall function as a one-click shortcut on Screen 1 — instead of answering every question on Screens 1–3 from scratch, the customer can click a vertical tile and the tool pre-fills typical inputs for that industry. Starter packs shall provide:

Speed-to-value. A buyer who clicks “Healthcare” can hit a credible ROI range in well under a minute — supporting the funding-conversation-in-two-minutes goal.
Marketing leverage. Each pack shall function as a campaign hook (“Healthcare ROI Calculator,” “Retail ROI Calculator”) even though the engine underneath is one tool — same SEO play across multiple landing pages.
Override-friendly. Picking a pack shall not be a commitment. If a Healthcare customer happens to have 200+ sites, they shall be able to change scope and the math shall adjust. The pack is a starting point, not a lock-in.

Screen 2 — Outcomes (WHY)

Prompt: What are you trying to improve right now? (Select up to 2)

Agility / speed-to-change
Cost predictability / spend efficiency
Downtime, security & availability risk reduction*
Cloud / application acceleration
Operational efficiency & automation
Communications & collaboration modernization†

* Phase 1 footnote: In Phase 1, this outcome’s value contribution shall be scoped to downtime and availability. Security-driven incremental ROI shall be added in Phase 3 when full incremental-ROI bundle layering for DDoS, Defender, SD-WAN, and SASE is introduced.

† Phase 1 footnote: In Phase 1, this outcome’s value contribution shall be scoped to the flexible / on-demand connectivity that underpins communications and collaboration workloads. Comms+Media-driven incremental ROI shall be added in Phase 4 when the Comms+Media capability lane is introduced and full incremental-ROI bundle layering for UCaaS, contact center, collaboration platforms, and Live Media (Vyvx) is supported. Future-phase scope and sequencing remain subject to refinement and reprioritization based on Phase 1 results, customer adoption, and demonstrated business outcomes.

AI ordering note: When company name is provided on Screen 1, outcome options shall be reordered so the most likely top outcome for the customer’s industry and size surfaces first. The full list shall always be shown. Math, range, and weighting shall be unchanged — only display order shifts.

Screen 3 — Decision Signals (Current State)

Phase 1 shall use four banded questions (shared across both views), plus two optional questions:

How often do your IT needs change? (Capacity, locations, applications, vendors, or platforms.)

Rarely (1–2/yr) / Occasionally (quarterly) / Frequently (monthly+)

How predictable are your overall IT demand patterns today? (Usage, performance needs, or workload intensity.)

Highly variable / Mixed / Mostly steady

When you need to make a change, how long does it typically take today? (Including planning, approvals, and implementation.)

Days / A few weeks / Months

How would you describe your workload maturity?

Mostly evolving / Mix / Embedded

Roughly what share of your systems or services need consistently high or mission-critical performance? (Optional.)

Few / Some / Many / Most or all

How do you expect your overall IT demand to change over the next 12–24 months? (Optional.)

Decline / contraction
Flat
Moderate growth
Rapid growth

Screen 4 — Combined ROI + Capability Mix + Path (PRIMARY)

Prompt (top of screen): Here’s the business value we estimate for your scope and priorities by using ‘s flexible, on-demand (NaaS) connectivity services.

Headline output (largest element on the page).

Total Estimated Annual Business Value: $X – $Y per year, presented as low / mid / high. Example for a Financial Services / 5,000–20,000 employees / 11–50 sites scope: $4.2M – $5.1M – $6.1M per year. The estimate shall be a range, not a single number, and shall be sized to the scope selected on Screen 1.

How Screens 1–3 shall drive the ROI estimate.

Screen 1 — Baseline. Industry × company size × geography shall select a benchmark value envelope based on how similar organizations typically experience IT cost, inefficiency, delay, and disruption. Defines a starting range.
Screen 1 — Scope multiplier. Scope of evaluation (single location / subset of sites / most or all) shall apply a magnitude multiplier to the envelope so ROI reflects what is actually being modernized. Subset answers shall use the site-count or %-of-footprint band to set the multiplier precisely.
Screen 2 — Where value comes from. Selected outcomes shall activate and weight specific value pools (time-to-change, time-to-availability, op efficiency, risk reduction).
Screen 3 — How much applies. Decision signals shall amplify or dampen value drivers per the customer’s real operating reality (e.g., frequent change increases the value of faster change and reduced rework).
Result. A weighted, transparent, explainable ROI range — sized to the actual scope of the evaluation, not the whole company by default.

Inline assumption anchors.

In addition to the ROI range, capability contribution chart, and top drivers, Screen 4 shall surface a small set of lightweight, readable assumption anchors that explicitly tie the estimate back to the customer’s own inputs — without requiring the full assumptions log. These anchors shall be short, non-editable cues rendered inline near the ROI range or top drivers (e.g., beneath the headline value or alongside the “What’s driving the value” section). Their purpose shall be to answer the real time question: “Where are these numbers coming from?”

Example anchors (illustrative, not exhaustive):

“Sized to the 11–50 site subset you selected”
“Driven in part by frequent monthly changes”
“Reflects mixed / variable demand patterns”
“Weighted toward agility and cloud acceleration priorities”

Rules:

Anchors shall be derived directly from Screens 1–3 inputs (scope, outcomes, decision signals).
No new questions shall be introduced; this is a presentation-layer reflection only.
Anchors shall not replace the assumptions log; they shall complement it for in-moment credibility.
If a relevant input was skipped or marked “Not sure,” the anchor shall reflect that transparently (e.g., “Based on benchmark assumptions for similar organizations”).

This requirement shall ensure the ROI reads as customer-specific, not benchmark-generic, even before deeper drill-downs begin.

Subsection: “Where the value comes from”

Phase 1 view (today) — single launched capability lane:

Capability (no product names)	Share of Value	Why
Flexible / On-Demand Connectivity (Phase 1)	100%	Faster changes, reduced rework, avoided over-provisioning, faster cloud onboarding.

Key rule.

In Phase 1, the combined ROI shall reflect only the value attributable to Flexible / On-Demand Connectivity — the only capability customers can fully explore, validate, and size within the tool. In future phases, this section shall be extended to include additional capabilities, illustrated below.

A horizontal capability-contribution display (bar chart or equivalent format) shall show value contribution bands for each capability lane represented by a launched solution set. In Phase 1, the display shall show a single row — Flexible / On-Demand Connectivity — attributed 100% of the combined ROI range, since Flexible / On-Demand Connectivity is the only capability lane launched in Phase 1. Additional capability-lane rows shall be added incrementally as future phases launch their solution sets, with each lane’s share of total value re-weighted to reflect the expanded scope. Phase mapping below is illustrative; future-phase sequencing, lane weighting, and capability scope remain subject to refinement and reprioritization based on Phase 1 results and stakeholder validation.

Flexible / On-Demand Connectivity (Phase 1) — includes flexible/on-demand cloud connectivity (e.g. IoD, MCGW, LCI). Shown at 100% of the combined ROI range during Phase 1.
Foundational connectivity (Phase 2) — added when additional connectivity solution sets (e.g., Dedicated High-Capacity) launch.
Protection / Security (Phase 3) — added when security and managed-service product bundles launch.
Comms + Media (Phase 4) — added when Communications & Collaboration Modernization and Live Media (Vyvx) solution sets launch.

The bullets above name the phase in which each lane is added; the table below illustrates an example of what the relative share each lane might look like once all four have launched. At each interim phase, lanes shall be re-weighted to reflect the launched scope.

Capability (no product names)	Share of Value	Why
Flexible / On-Demand Connectivity (Phase 1)	~40%	Faster changes, reduced rework, avoided over-provisioning, faster cloud onboarding (includes flexible cloud connectivity).
Foundational connectivity (Phase 2)	~25%	Cost-efficient support for steady, high-capacity demand.
Protection / Security (Phase 3)	~20%	Reduced disruption, complexity, and security exposure.
Comms + Media (Phase 4)	~15%	Improved hybrid work, collaboration efficiency, and live-media workflows.

Each launched lane shall show its share of total value as a band. Hovering or selecting a lane shall reveal plain-language detail about why that lane contributes the share it does. Lanes whose underlying solution sets have not yet launched shall not appear in the display until their phase is delivered.

Subsection: “Why Flexible / On-Demand Connectivity delivers this for you”

Beneath the capability contribution chart, a set of differentiator cards shall explain why Flexible / On-Demand Connectivity delivers the value attributed to its lane. Each card shall pair a unique service-level characteristic with the business outcome it most directly improves and a short, customer-specific anchor derived from Screens 1–3 inputs. Cards tied to the two outcomes the customer selected on Screen 2 shall surface at the top in selection order, carry a “Matches your priority: [Outcome name]” tag, and receive heavier visual weight. The remaining cards shall appear below under “Other ways Flexible / On-Demand Connectivity contributes,” so the full story is visible without burying it. The full Phase 1 differentiator catalog is defined in Section 13.7. Card content shall be authored in native Vendor editable-assumption slots so wording can be refined without re-architecture.

Differentiator cards shall not display individual percentage contributions in Phase 1. The capability lane already carries a percentage band on the chart above; introducing per-card percentages would imply a precision the value-pool model does not yet support and would pull customer attention away from the headline ROI range. Instead, each card shall surface a soft customer-specific anchor (e.g., “Your monthly change pace makes on-demand provisioning the strongest contributor for you”) derived directly from Screens 1–3 inputs — narrative, not numeric.

Design intent — “Moment of conviction”.

Screen 4 shall represent the primary moment of conviction in the experience. By this point, the customer should be able to articulate why the value exists, recognize that it is grounded in their environment, and decide whether the value merits a funding-level discussion. The Screen 4 experience must therefore keep the ROI ungated and immediately visible, reinforce customer-specific context via inline assumption anchors, and present clear next paths that translate value into either understanding (Learn) or funding action (Explore funding-ready estimate).

Path actions (inline at the bottom of the screen).

Three CTAs shall be presented as buttons or tiles:

Primary (most prominent): “Explore funding-ready estimate” — routes to Screen 6 (Combined Compare + Plan & Fund).
Secondary: “See example scenarios” — routes to Screen 5 (Learn).
Tertiary: “Save / share summary” — opens the single email-only Save / Share gate.

Screen 4 ROI shall never be gated. The combined ROI range shall always be visible without lead capture — it is the value proof that earns the lead.

The seller prompt at this transition point shall be designed to anchor the conversation in the customer’s own inputs. Example phrasing: “Based on what you shared — like the monthly pace of change you described and the expansion you’re planning over the next 12 months — let’s walk through how this would actually come to life in your environment and where the impact shows up.” This shall ground the conversation in customer inputs vs. benchmarks, reinforce credibility, and make the path to selection feel like a natural continuation of the customer’s story rather than a generic path selection.

Screen 5 — Learn (Optional Scenario Explorer)

Prompt (top of screen): Pick a scenario that looks closest to your environment. We’ll show you how on-demand connectivity changes the picture — without changing your ROI estimate.

Optional starter (above the scenario list — “Or start from your industry”).

Selectable starter-pack tiles (final list and quantity to be identified by Product Marketing during Phase 1 build; example industries shown for illustration only): Healthcare, Retail, Financial Services, SLED. Selecting a tile shall pre-load outcome priorities, scope defaults, benchmark overrides, and pre-select a Learn scenario (e.g., Retail → Branch→SaaS). The customer shall be able to override anything; the same engine shall be reused.

Selectable scenarios (single-select tile or list — 5 options):

Branch → Users / Internet / SaaS
Branch / DC → Cloud (migration / transitional)
Data Center ↔ Data Center (core / always-on)
Data Center ↔ Cloud (steady-state / foundational)
Cloud ↔ Cloud (multi-cloud apps / data)

Suggested narrative shown when each scenario is selected:

The selected scenario shall expand inline to show its full narrative paragraph. Phase 1 shall ship in business-default register only; technical wording variants shall be deferred to Phase 2 on screens telemetry shows are heavily IT-buyer-used.

Branch → Users / Internet / SaaS — “Most offices share fixed internet capacity that was bought once and rarely adjusted. On-demand connectivity flexes capacity with real demand, so users get a consistent experience and you only pay for what you use.”
Branch / DC → Cloud (migration / transitional) — “During a migration, traffic patterns change month by month. On-demand connectivity adjusts as the migration progresses, so you avoid paying for legacy paths or waiting weeks to add new ones.”
Data Center ↔ Data Center (core / always-on) — “Data center traffic is usually steady and high but rarely flat. On-demand capacity layered on foundational links absorbs spikes without permanently sizing for them.”
Data Center ↔ Cloud (steady-state / foundational) — “When your data center talks to the cloud day in and day out, you want the foundation predictable but the workloads on top rarely stay the same size. On-demand connectivity sits alongside your foundational link and scales as workloads change.”
Cloud ↔ Cloud (multi-cloud apps / data) — “Apps in one cloud often need data, services, or users in another cloud. On-demand connectivity provides a faster, more consistent path between clouds and lets you adjust capacity as cloud-to-cloud traffic grows.”

Suggested next path (after viewing a scenario).

A single CTA: “Take this into a funding-ready estimate” → routes to Screen 6.

Guardrail.

This example shall be illustrative. It shall not recommend a specific service and shall not change the ROI estimate.

Screen 6 — Combined Compare + Plan & Fund

Prompt (top of screen): Now let’s turn your value range into a funding-ready estimate. Tell us a few specifics about your environment, and we’ll give you an annual cost range you can take into a budget conversation.

Screen 6 shall be a single combined analysis view that merges baseline-vs-today comparison and funding-ready estimation into one flow, aligning to the Value Navigator native single-flow shape.

Sizing inputs (formatted as questions; ~6–8 input questions plus the optional add-on selection):

1. Which NaaS variations do you want to include in this estimate? (Multi-select; default = all five)

Internet On-Demand (IoD)
Ethernet Fabric Connect (EFC)
IP VPN On-Demand (VPNoD)
Multi-Cloud Gateway (MCGW)
Cloud Interconnect (LCI)

2. What does your current connectivity setup look like? (Optional — anchors the baseline-vs-today comparison) (Single-select)

Traditional DIA
Static Ethernet
MPLS VPN
VPN over internet to cloud
Mixed / not sure

3. How many sites are in scope? (Single-select; inherits from Screen 1, optional refinement)

1–10 sites
11–50 sites
51–200 sites
200+ sites

4. What’s your approximate site profile mix? (% Small / Medium / Large; default mix per company size if “Not sure”)

Three sliders that sum to 100%. A “Not sure” toggle shall auto-apply a default mix based on company size.

5. Typical bandwidth per site profile (banded selectable per profile; defaults provided)

Small site: 100 Mbps / 250 Mbps / 500 Mbps / 1 Gbps
Medium site: 1 Gbps / 2 Gbps / 5 Gbps
Large site: 5 Gbps / 10 Gbps / 25+ Gbps

6. What’s your typical utilization pattern? (Single-select)

Mostly steady
Mixed / variable
Bursty / event-driven

7. How many cloud edges are in scope? (Single-select; applies to MCGW + LCI sizing)

1 cloud
2 clouds
3+ clouds

8. What’s your commitment preference? (Single-select)

Maximize flexibility (shorter commitments, higher unit cost)
Balanced
Maximize savings (longer commitments, lower unit cost)

9. What’s your funding window? (Single-select)

12 months
24 months
36 months

10. What’s your current annual spend on the services being replaced? (Optional, banded — enables a cost-avoidance net view)

Less than $250K
$250K – $1M
$1M – $5M
$5M+
Prefer not to say

11. Add any optional protection or managed services? (Multi-select; cost-only in Phase 1, no incremental ROI added)

DDoS Essentials — attaches to IoD circuits 100 Mbps – 1 Gbps. Flat per-circuit fee, hourly or monthly billing.
Defender Essentials — charge per month per IoD circuit (100 Mbps – 1 Gbps).
Defender Plus — charge per month per IoD circuit; existing IoD customers one-time NRC.
SD-WAN — charge per site / month; minimum 10 sites for Versa / Viptela.
SASE — charge based on vendor / location / month (12-month term)

Standardized input template.

All five NaaS variations shall share one common standardized input template (sites × bandwidth band × utilization × commitment). The optional security add-on selection shall apply to IoD only. Cloud-aware input selections (cloud edges × per-edge bandwidth) shall apply to VPNoD, MCGW, and LCI.

How costs shall be calculated:

Directional pricing. Phase 1 shall primarily use ‘s public list pricing for the NaaS variations and Recommended Add-ons. Future phases shall include more services priced outside public list (where pricing varies by deal). In all cases, costs shall be presented as ranges using agreed-upon standard deviations so the tool’s output is directional only — customers continue to work with sales teams for final solution design and quotes.
All billable components shall be bundled per variation. The customer shall see one total per variation.
Foundational delivery layer shall be included but not exposed. Folded into per-variation totals; never separate line items.
Outputs shall be ranges, not single numbers. Range widths shall be set by and Vendor jointly based on the underlying pricing source for each variation.

Funding-ready output (the rendered text the customer shall see after submitting inputs):

Estimated annual cost: $A (low) – $B (high) per year, by variation plus add-ons. Each variation line shall show one bundled total.
Multi-year view: Year 1 / Year 2 / Year 3 across the funding window, presented as low / high bands.
Net annual value: Screen 4 value range minus annual cost = net annual value range (e.g., “Net annual value: $V_low – $V_high per year”). If current spend was provided, a cost-avoidance net shall be shown alongside.
Payback in months: range (e.g., “Payback: 4 – 7 months”), based on net annual value and any one-time activation costs.
Sensitivity: two toggles — Utilization (Conservative / Expected / Aggressive) and Commitment (Flexibility / Balanced / Savings) — shall let the customer see how the range moves with assumptions.
Assumptions log: every input shall be shown with an inline Benchmark / Prefilled / Validated chip — visible in both customer-facing and sales-facing views — and editable on the spot using native Vendor editable-cited-assumptions slots.
Single-click path-to-quote CTA (if possible). A button labeled “Take this into a quote conversation” shall provide a one-click handoff to sales / Vendor with all sizing inputs, add-on selections, and assumptions preserved. No re-entry.

Add-on logic (Phase 1):

Cost-only inclusion. Selected add-ons shall add cost using public list pricing — added to per-service totals where they attach (e.g., DDoS on IoD) or as separate add-on lines (SD-WAN, SASE).
Qualitative value notes only — 1–2 lines per selected add-on in the assumptions log. No incremental ROI dollars in Phase 1.
Phase 3 evolution. Full incremental-ROI bundle layering shall extend the cost-only treatment.

Guardrails (footer):

Phase 1 shall primarily use public list pricing for the NaaS variations and Recommended Add-ons.
Planning estimate, not a quote — shall be labeled on every view.
Costs shall be shown as range, never a single number.
Add-ons shall add cost in Phase 1 but shall NOT increase the Screen 4 ROI range (full incremental-ROI bundle layering is Phase 3).
“Validate with an expert” CTA shall be available throughout.

Save / Share / Next Steps

The combined ROI range on Screen 4 shall always be visible without contact capture — it is the value proof that earns the lead. Downloadable and shareable artifacts (-branded executive summary PDF and a shareable live link with the same content) shall be gated behind a -determined contact form completed by the customer. Field selection and form design shall be confirmed by prior to launch.

Vendor shall pass captured lead data and tool analytics back to for seller follow-up, pipeline attribution, and continuous improvement of the tool.

8. Sales-Facing Experience (Screen-by-Screen)

Goal: co-create a CFO-defensible value story quickly, validate the assumptions that matter most, and produce an exportable business case artifact.

The Phase 1 sales track shall ship the same six-screen flow as the customer-facing track. The only seller-only element in Phase 1 shall be the Screen 6 technical detail sub-tab — defined here in Section 8 and not re-defined elsewhere. Benchmark / Prefilled / Validated chips shall be inline and visible in both tracks.

Seller-only sub-tab (Phase 1 definition).

The Screen 6 technical detail sub-tab shall expand bundled per-service totals into underlying components — e.g., MCGW instance + interface + EFC pricing per attached connection; LCI bandwidth tier per cloud edge + foundational access; SD-WAN per site; SASE per user/site. The customer-facing view shall stay at the bundled level. This sub-tab shall be the only seller-only Phase 1 element — exposing component-level pricing supports seller validation and quoting workflows and is not intended as customer-facing output.

Sales Screen 0

The seller shall type the company name manually. Any platform-native prefill (e.g., suggested industry, size, geography from public firmographics) shall run identically to the customer-facing path. A “Validate with an expert” CTA shall absorb any data gaps.

Sales Screen 1 — Launch from CRM (prefill)

Action: open the Value Navigator from an account or opportunity record. Prefill (auto where available): industry; employee or revenue band; region; site count band; scope; outcomes; role hint (from primary contact’s CRM role). Seller shall confirm each prefill on the way through.

Sales Screen 2 — Confirm Outcomes (WHY)

Same six outcomes as the customer view; max two.

Sales Screen 3 — Validate Decision Signals

Same four banded prompts as the customer-facing Screen 3, plus the two optional questions. No additional seller-only signals in Phase 1.

Sales Screen 4 — Combined ROI + Mix + Path

Same combined output as customer-facing Screen 4: total value range, capability contribution chart, top drivers, plain-language explanation, and path actions inline.

Sales Screen 5 — Learn (sales view)

Brief mirror of the customer-facing Screen 5. The seller shall use example scenarios as a discovery aid before drilling into the combined Compare + Plan & Fund view.

Sales Screen 6 — Combined Compare + Plan & Fund (sales view)

Same engine as customer-facing Screen 6. The Screen 6 technical detail sub-tab (defined above) shall be the only seller-only Phase 1 element. Sizing-input edits, pricing-mode tags, and Benchmark / Prefilled / Validated assumption chips shall be inline in both tracks.

Output.

Same funding-ready summary as the customer view, plus the Screen 6 technical breakdown sub-tab for internal review, and the single-click path-to-quote handoff (shared).

Save / Share — sales track parity

Sales-track Save / Share shall produce the same -branded executive summary PDF artifact as the customer-facing track, byte-for-byte, with matching lead-capture telemetry and Salesforce sync. The seller shall be able to deliver the PDF to the customer during or after the live walkthrough without recreating anything.

9. ROI Calculation Logic Requirements

The logic described in this section is suggestive and directional. It outlines ‘s intended approach to translating customer inputs into a combined ROI range so Vendor has a clear starting point. Vendor shall determine and document the final calculation logic — including value-pool definitions, weights, amplification rules, and benchmark sources — using Platform conventions, jointly validated with .

The combined ROI range presented on Screen 4 shall be produced by weighting benchmark value pools according to the customer’s priorities and operating reality. No pricing inputs shall be used; no product assumptions shall be required.

9.1 Inputs → Logic → Output

The Phase 1 ROI calculation flows in sequence from the Screens 1–3 inputs to the Screen 4 combined ROI range. No pricing inputs are used and no product assumptions are required at this stage. The five input layers and their effect on the calculation are summarized below.

Input layer	What it does	Effect on ROI
Customer Context (Screen 1)	Selects benchmark envelope by industry × company size × geography.	Sets the starting range and magnitude of every value pool.
Scope of Evaluation (Screen 1)	Captures single location, subset (single shared site-count band), or most/all.	Applies a magnitude multiplier so ROI reflects what is actually being modernized.
Outcomes (Screen 2)	Activates and weights value pools tied to each selected outcome.	Determines which value pools contribute and how heavily.
Decision Signals (Screen 3)	Four banded questions (plus two optional) across both views in Phase 1.	Tunes the range up or down within benchmark bounds.
Combined Compare + Plan & Fund refinements (Screen 6)	Optional baseline, scenario, or specific service selections + sizing inputs.	Refines confidence within the range; never changes the range itself.

In sequence, the engine shall:

Set the starting envelope from industry × company size × geography (Customer Context, Screen 1).
Apply a magnitude multiplier based on scope of evaluation — single location, subset (banded site count), or most-or-all (Scope, Screen 1).
Activate and weight value pools tied to the customer’s two outcome selections; non-selected pools may contribute at lower baseline weights tied to industry exposure (Outcomes, Screen 2).
Amplify or dampen each activated pool within benchmark bounds based on the four required and two optional decision signals — change frequency, demand predictability, lead time, workload maturity, mission-critical share, and 12–24-month outlook (Decision Signals, Screen 3).
Aggregate the weighted, amplified pools into a low / mid / high range — the Total Estimated Annual Business Value displayed on Screen 4.
Surface the differentiator layer — narrative cards beneath the capability contribution chart that explain why the launched lane carries its share. Cards reorder and tag based on the customer’s outcome selections; they do not alter the calculation.

Final logic, weights, benchmark sources, and amplification rules shall be jointly determined and documented by and Vendor during build, per the Section 9 lead-in.

9.2 Value Pools (Phase 1)

Time-to-change. Reduced cycle time and rework when capacity, locations, or policies change.
Time-to-availability. Faster delivery of new applications and platforms to the business.
Operational efficiency. Lower friction, fewer manual workarounds, higher automation.
Risk & disruption reduction. Less downtime exposure and fewer stranded-capacity costs. In Phase 1, this pool shall reflect downtime and availability only; security-driven incremental value shall be added in Phase 3.
Cost predictability. Tighter spend bands as workloads transition or scale.
Communications & collaboration value. Improved hybrid-work experience, reduced collaboration friction, faster onboarding to UC / contact center / collaboration platforms, and improved live-media workflow performance. In Phase 1, this pool’s contribution shall be scoped to the flexible / on-demand connectivity that underpins these workloads; Comms+Media-driven incremental value shall be added in Phase 4.
Outcome → value pool mapping. The six selectable business outcomes on Screen 2 shall map one-to-one to the six value pools defined above. Selecting an outcome activates and weights its corresponding value pool in the Screen 4 ROI calculation.

Outcome (Screen 2)	Value Pool (Section 9.2)
Agility / speed-to-change	Time-to-change
Cost predictability / spend efficiency	Cost predictability
Downtime, security & availability risk reduction*	Risk & disruption reduction
Cloud / application acceleration	Time-to-availability
Operational efficiency & automation	Operational efficiency
Communications & collaboration modernization†	Communications & collaboration value

Solution-set differentiator layer (presentation-only). The differentiator cards displayed beneath the capability contribution chart on Screen 4 shall be narrative, not calculative. They explain why the launched solution set delivers its lane’s share of value but shall not alter the value-pool weighting, the lane percentage bands, or the combined ROI range. Customer-specific anchors on each card shall be derived from the same Screens 1–3 inputs that drive the existing inline assumption anchors.

9.3 Worked Example – Hypothetical Customer

To make the calculation logic in Section 9.1 concrete, the inputs and resulting output below show how the engine behaves for a hypothetical customer: a multi-region Financial Services organization with 5,000–20,000 employees, evaluating modernization across an 11–50 site subset, with agility and cloud / application acceleration as top priorities. Inputs and the resulting range are illustrative — they exist to demonstrate engine behavior, not to set benchmarks for any real customer.

Input	Selection
Industry / size / geography	Financial Services / 5,000–20,000 employees / Multi-region
Scope of evaluation	Subset of sites — 11–50 sites
Outcomes	Agility / speed-to-change; Cloud / application acceleration
Change frequency	Frequently (monthly+)
Demand predictability	Mixed
Lead time today	A few weeks
Workload maturity	A mix of evolving and embedded

Resulting ROI: Total Estimated Annual Business Value of approximately $4.2M – $5.1M – $6.1M per year, sized to the 11–50 site subset rather than the full enterprise. In Phase 1, 100% of this range is attributed to the Flexible / On-Demand Connectivity capability lane, with the differentiator cards for On-demand provisioning and capacity changes (Agility) and Connectivity platform for cloud and application migration (Cloud / application acceleration) surfacing first based on the customer’s outcome selections. Final values shall be set jointly by and Vendor during build.

9.4 Cost Calculation (combined Compare + Plan & Fund)

The cost view shall be a separate, additive layer on top of the value calculation. Phase 1 shall primarily use ‘s public list pricing for the NaaS variations and the Recommended Add-ons. Outputs shall be presented as ranges so the result remains directional only.

Per-variation cost composition (bundled into one total per variation):

IoD: Internet bandwidth tier per site × site count, plus foundational access (NaaS Port / Fabric port). Eligible add-on attach for circuits 100 Mbps – 1 Gbps (DDoS, Defender Essentials/Plus). Hourly or monthly billing.
EFC / Ethernet Fabric Connect: Per-connection charge billed hourly or monthly; bandwidth tier per connection; Class of Service tier (Basic / Enhanced / Foundational) is an invoiceable dimension; NaaS / Fabric port (on-net or off-net). Hourly usage exceeding thresholds may auto-convert to monthly billing.
VPNoD: Fixed hourly or monthly per-connection rate; each instantiated connection (site-to-site, site-to-cloud, cloud-to-cloud) is billable; NaaS-enabled port / UNI required. Bandwidth tiers are invoiceable but listed bandwidth is not guaranteed. Cloud-provider charges (AWS / Azure / GCP / OCI) are billed separately by the CSP.
MCGW: Instance billed by aggregate throughput tier (e.g., up to 10 Gbps; up to 50 Gbps; higher tiers); throughput is calculated from attached Ethernet connections. Each attached Fabric/Ethernet connection carries its own EFC pricing. Routing interfaces, BGP sessions, and policy control are included at no additional charge.
LCI: Bandwidth tier per cloud edge × cloud-edge count (e.g., 1G – 100G depending on region); Ethernet Fabric Connect as an invoiceable line; NaaS / Fabric port billed separately where required. MCGW and interfaces included at no additional charge for the base single-site LCI use case. Customers shall receive separate invoices from and the cloud provider for native cloud interconnect fees.

Foundational layer: All foundational billable components shall be folded into the per-variation totals — never shown as separate line items to the customer. The bundled foundational items are: Connectivity Fabric; Fabric Port / NaaS Port / M-Uni; Ethernet Fabric Connect; MCGW Instance; MCGW Interface.

10. Phase 1 Recommended Add-ons Reference

Add-ons shall be selected in the combined Compare + Plan & Fund view.

DDoS Essentials

Optional add-on to IoD; per eligible circuit 100 Mbps – 1 Gbps. Not for circuits >1 Gbps or for IPv6/dual-stack.
Flat per-circuit fee, hourly or monthly billing (matches IoD billing model). No per-attack or surge fees.
Includes always-on volumetric mitigation upstream and one DDoS reporting portal user per customer/circuit.

Defender Essentials

Optional add-on to IoD; per eligible circuit 100 Mbps – 1 Gbps. Not for circuits >1 Gbps or IPv6/dual-stack.
Priced per hour or per month per circuit.
Always-on blocking of severe-risk threats; IP-lookup queries; customizable reports with 12-month history.

Defender Plus

Optional add-on to IoD; per eligible circuit 100 Mbps – 1 Gbps. Market availability may be limited to select IoD markets.
Priced per hour or per month per circuit. Existing IoD customers: one-time NRC per circuit to add Defender Plus.
Includes everything in Defender Essentials plus enhanced visibility / reporting, full blocked-and-unblocked logging, customer-controlled allow / deny / monitor lists across all severities, and email + text alerts.

SD-WAN

Per site / location, monthly. Platforms: Versa, Cisco Meraki, Cisco Viptela, Fortinet. Min 10 sites for Versa and Viptela.
Bandwidth and throughput tier per site (e.g., up to 10 Gbps Versa, up to 2 Gbps Meraki).
Per-site monthly service fee + CPE device fee (XS/S/M/L/XL, one-time or monthly).
Access circuit (MPLS / DIA / broadband / LTE) billed separately.
Optional add-ons: WAN optimization, advanced analytics, additional security modules. Professional services billed as one-time / project-based.

SASE

Per site / location, monthly. Vendors: Fortinet or Versa. Self-managed or pro-managed.
Fortinet: monthly fee per location/month (12-month term).
Versa: monthly fee per location/month self-managed/pro-managed.
Includes SD-WAN, NGFW, SWG, CASB, DLP, ZTNA, and management portal access.
CPE device fee separate (sized by throughput up to 100 Mbps / 500 Mbps / 1 Gbps / 2 Gbps / 6.4 Gbps).
Optional remote-user license per user for ZTNA / remote access.

11. Vendor Build & Maintenance Expectations

One solution template (NaaS — Flexible / On-Demand) covering all five variations + cost-only Recommended Add-ons.
Two buyer-journey paths (Learn + Combined Compare + Plan & Fund) — built from the shared Screens 1–4 engine.
One standardized input template across all five NaaS variations. Optional security add-on selection shall apply to IoD only. Cloud-aware input selections shall apply to VPNoD, MCGW, and LCI.
Pre-built outcome × industry copy variants (top 6–8) authored in native Vendor editable-assumption slots.
Vertical starter packs (final list and quantity to be identified by Product Marketing during Phase 1 build) — preset outcome priorities + scope defaults + benchmark overrides (detail in Section 7).
Single-click path-to-quote handoff with all sizing inputs preserved.
-branded executive summary PDF + live shareable link via native Vendor sharing; lead data and analytics passed back to .
Day-one instrumentation: completion %, drop-off step, most-used scenario, share/download conversion, path-to-quote conversion. Native Vendor analytics; GA / Mixpanel layered if native is thin.

Template-parameterized maintenance (refreshable without re-architecture):

Public list prices for most of the NaaS variations and Recommended Add-ons.
Pricing ranges for Phase 2+ products priced outside public list.
Industry × company-size benchmark inputs to the value-pool math.
Decision-signal weights and amplification logic.
Comparator narratives, scenario narratives, and starter-pack content per vertical.

12. Stakeholder Validation & Continuous Improvement

For internal alignment only.

12.1 Required Stakeholder Validation

Digital/Website. Validates UX patterns, web entry points, and integration requirements.
Product Marketing. Validates narratives, questions, guardrails, portfolio alignment, the top 6–8 outcome × industry copy variants, and the vertical starter packs (final list and quantity to be identified by Product Marketing).
Sales Enablement. Validates seller workflow, field usability, and the unified customer/seller UX (with the Screen 6 technical detail sub-tab as the only seller-only Phase 1 element).
Product / Engineering. Validates constraints, feasibility, and assumption integrity.
Pricing / Finance. Approves the price tables and the agreed range widths used to keep outputs directional.
Legal. Validates contractual language, SLA references, liability disclaimers, and any claims of guaranteed savings or performance. Confirms that ROI outputs, lead-capture flows, and gated downloadables comply with privacy, data-handling, and customer-communication standards. Sign-off required before public launch and before any external co-marketing with Vendor.

• Brand. Validates visual identity, voice and tone, naming conventions, and adherence to ‘s brand system across both customer-facing and sales-facing UIs. Reviews differentiator card language, outcome labels, and any imagery or iconography for consistency with current brand guidelines. Sign-off required before public launch and on any subsequent material UI or messaging changes.

12.2 Continuous Improvement Loop

Track drop-off points and most-used drill-downs via day-one instrumentation.
Refine prompts with highest sensitivity.
Add new bundles, scenarios, products, solutions, capability lanes, and starter packs without restructuring the engine.

13. Appendix

13.1 Glossary

• Directional pricing. Phase 1 cost ranges built from public list pricing for NaaS variations and Recommended Add-ons, presented as bands using standard deviations agreed jointly with Vendor. Outputs are directional only; final solution design and quotes remain with sales. See §10.

• Capability lane. A grouping that sits between business outcomes and individual products, anchoring customer understanding without requiring SKU choices. Phase 1 defines four lanes: Flexible / On-Demand Connectivity, Foundational Connectivity, Protection / Security, and Comms + Media. See §6 for lane scope and §5.1 for phase coverage.

• Solution-set differentiator. A unique service-level characteristic of a launched solution set that explains why its capability lane delivers the share of value attributed to it. Presentation-only; does not alter value-pool math. See §9.2 for placement rules and §13.7 for the Phase 1 card catalog.

• Product bundle (capability stacking). Customer selection of multiple solution sets within the tool, where combined ROI grows via additive value pools (e.g., NaaS + Security + Managed Services). Anticipated for Phase 3, subject to Phase 1 results.

Note: Commercial vertical bundles — packaged SKU + bundle-specific pricing offers aimed at an industry — are out of scope for the ROI tool and shall be handled in CPQ at quote time.

13.2 Buyer-Journey Path Outputs Summary (Phase 1 standard)

Both paths share Screens 1–4. Differences are post-Screen 4 only.

Buyer-journey path	Output canon
Learn (optional)	Five Phase 1 scenario narratives in business-default register only (Branch→SaaS, Branch/DC→Cloud, DC↔DC, DC↔Cloud, Cloud↔Cloud). No diagrams; suggested next paths. Vertical starter packs (final list and quantity to be identified by Product Marketing) appear as preset starting points. No impact on the Screen 4 ROI range.
Combined Compare + Plan & Fund	Single analysis view: optional baseline-vs-today + offer narrative + standardized sizing template (security selection for IoD; cloud-aware selections for VPNoD, MCGW, LCI) + funding-ready estimate (cost range, multi-year, net value, payback, sensitivity, full assumptions log with Benchmark / Prefilled / Validated chips) + single-click path-to-quote handoff with sizing preserved. Bundled per-variation totals; foundational components folded in. Phase 1 uses public list pricing; outputs are directional ranges.

13.3 Pre-Built Outcome × Industry Copy Variants

The top 6–8 combinations shall be authored at launch in native Vendor editable-assumption slots. Examples:

Healthcare + Risk Reduction.
Retail + Cost Predictability.
SLED + Downtime / availability.
Financial Services + Risk Reduction.
Manufacturing + Operational Efficiency.
Technology + Cloud Acceleration.

Final combinations shall be set with Product Marketing during Phase 1 build. Content work, not platform work — keeping build cost low while making the experience feel tailored for the highest-volume vertical/outcome pairs.

13.4 Day-One Instrumentation

Built into the Phase 1 release using native Vendor analytics; GA / Mixpanel shall be layered via embed if native is thin. Shall capture:

Completion %.
Drop-off step.
Most-used scenario in Learn.
Share/download conversion (single email gate).
Single-click path-to-quote conversion.

Quarterly review cadence shall align to Section 12.2 assumptions/template review.

13.5 Phase 1 Flexible / On-Demand Connectivity Differentiator Catalog

The following catalog defines the Phase 1 differentiator cards displayed beneath the Flexible / On-Demand Connectivity capability lane on Screen 4. Each card pairs a unique service-level characteristic with the business outcome it most directly improves. Cards are presentation-layer only — they reorder and tag based on the customer’s Screen 2 outcome selections but do not alter the value-pool math. Card copy shall be authored in native Vendor editable-assumption slots and refined with Product Marketing during Phase 1 build.

1. On-demand provisioning and capacity changes

Outcome anchor: Agility / speed-to-change

Why this delivers value: Capacity, locations, and routing policies can be added, expanded, or retired in minutes through the orchestrated Connectivity Fabric — without circuit re-orders, contract amendments, or fixed lead times. Customers experience faster cycle time on every change request and reduced rework when plans shift.

Example customer-specific anchor: “Your monthly change pace makes on-demand provisioning the strongest contributor for you.”

2. Transparent, consumption-based pricing

Outcome anchor: Cost predictability / spend efficiency

Why this delivers value: Flexible / On-Demand Connectivity uses public list pricing with hourly or monthly billing tied to actual usage. Customers see the same rate card their seller sees, can model cost changes before committing, and avoid the over-provisioning that comes with fixed long-term capacity contracts.

Example customer-specific anchor: “Mixed / variable demand patterns amplify the value of consumption-based pricing for your environment.”

3. Private, dedicated connectivity with premium SLAs

Outcome anchor: Downtime, security & availability risk reduction

Why this delivers value: Variations such as Ethernet Fabric Connect, IP VPN On-Demand, Multi-Cloud Gateway, and Cloud Interconnect deliver private, non-internet paths with carrier-grade SLAs — reducing downtime exposure and minimizing the attack surface compared with broadband-only or public-internet alternatives.

Example customer-specific anchor: “Your priority on availability and risk reduction makes the private-path SLA differentiator a strong contributor.”

4. Connectivity platform for cloud and application migration

Outcome anchor: Cloud / application acceleration

Why this delivers value: Multi-Cloud Gateway and Cloud Interconnect provide a connectivity platform that scales with migration phases — adding cloud edges, adjusting bandwidth per edge, and reshaping inter-cloud paths as workloads move. Customers avoid re-architecting connectivity each time the migration plan evolves.

Example customer-specific anchor: “Cloud / application acceleration in your priorities elevates the connectivity-platform-for-migration contribution.”

5. API-first service architecture

Outcome anchor: Operational efficiency & automation

Why this delivers value: Every Flexible / On-Demand Connectivity variation is API-addressable through the Connectivity Fabric, allowing customer NetOps and platform teams to automate provisioning, monitoring, change workflows, and integration with their own ITSM tooling — replacing manual ticket-driven processes.

Example customer-specific anchor: “Your operational efficiency priority makes API-first automation a top contributor for your team.”

6. Foundation for communications & collaboration workloads (Phase 1 scope)

Outcome anchor: Communications & collaboration modernization

Why this delivers value: In Phase 1, Flexible / On-Demand Connectivity provides the elastic, private, low-latency foundation that hybrid-work, UC, contact-center, and live-media workloads depend on. Comms+Media-specific incremental value shall be added in Phase 4 when the Communications & Collaboration Modernization and Live Media (Vyvx) solution sets launch (see Section 5.1).

Example customer-specific anchor: “Your priority on communications & collaboration modernization is supported in Phase 1 by the underlying connectivity foundation; full incremental value arrives in Phase 4.”

The catalog above is initial concept content. Final card titles, rationales, and customer-specific anchors shall be reviewed and approved by Product Marketing and Sales Enablement during Phase 1 build, consistent with the Content Status Notice in Section 1.

13.8 Integrations & Data Flows

The following integration points and data flows shall be confirmed jointly by and Vendor during build kickoff.

Sales-track CRM integration. The sales-track Sales Screen 1 (Launch from CRM, prefill) shall integrate with Salesforce (SFDC) as ‘s CRM of record. SFDC shall provide industry, employee or revenue band, region, site count band, scope, outcomes, and primary contact role hint as prefill where available. Field mapping and the SFDC object/record scope (Account, Opportunity, or both) shall be confirmed during build kickoff.

AI firmographic prefill. The customer-facing Screen 1 optional company-name lookup that prefills industry, company size, and geographic footprint shall use Vendor’ native firmographic data source. welcomes Vendor recommendation on the underlying data provider; selection shall be confirmed during build kickoff.

Lead capture passback to . Contact-form submissions at the Save / Share gate shall be passed from the tool back to via SFDC sync — creating or updating the appropriate Lead, Contact, or Opportunity record. Field mapping, deduplication rules, and lead-routing logic shall be confirmed by Digital with Vendor during build kickoff.

Tool analytics passback. Day-one instrumentation metrics (Section 13.5) shall be made available to via native Vendor analytics export, supplemented by Google Analytics or Mixpanel embed if native analytics are thin. Export format, frequency, and target system (SFDC reporting, a analytics pipeline, or both) shall be confirmed during build kickoff.

Single-click path-to-quote handoff. The “Take this into a quote conversation” CTA on Screen 6 shall hand off all sizing inputs, add-on selections, and the assumptions log to ‘s quoting workflow. The handoff target (SFDC Opportunity record vs. CPQ vs. both) and the payload schema shall be confirmed by Sales Enablement and Digital during build kickoff.

Authentication. Customer-facing entry shall be anonymous public web access. Sales-track entry shall use ‘s SFDC SSO so sellers launch the tool from an Account or Opportunity record without re-authentication. The seller-only Screen 6 technical-detail sub-tab shall be visible only to authenticated sellers.

PDF generation and brand assets. The -branded executive summary PDF (specification in Section 13.12) shall be generated by Vendor using -supplied brand assets (logo, color palette, typography, footer/legal copy). Brand and Marketing shall provide the asset pack and approve the final template prior to launch.

Privacy and consent. Contact-form fields, consent language, and data-retention treatment shall comply with privacy policy and applicable regional regulations (GDPR, CCPA where applicable). Final form design and consent copy shall be confirmed by Digital and Privacy / Legal prior to launch.

13.9 Non-Functional Requirements

The following non-functional requirements provide a starting envelope. Final values and metrics shall be jointly agreed by and Vendor.

Time-to-ROI. A customer or seller answering Screens 1–3 shall reach the combined ROI on Screen 4 in approximately two minutes from Screen 1 entry. This is the experience target stated in Section 7.

Page performance. Each screen shall render within two seconds on a typical broadband connection, exclusive of third-party prefill lookups. Final page-load SLA shall be set jointly with Vendor.

Browser support. Latest two versions of Chrome, Edge, Safari, and Firefox at launch.

Device support. Desktop primary; mobile-responsive for the customer-facing track so prospects can engage from any device. Sales-track sub-tab (Screen 6 technical detail) is desktop-only acceptable for Phase 1.

Authentication. Anonymous public web access for customer-facing entry; SFDC SSO for sales-track entry (see Section 13.8).

Privacy and retention. PII captured at the Save / Share gate shall be retained per privacy policy. Anonymous tool-analytics events may be retained longer to support continuous improvement. Final retention windows shall be confirmed by Privacy / Legal.

Compliance. GDPR and CCPA where applicable based on the customer’s region. Cookie consent and tracking disclosure shall comply with ‘s standard web property requirements.

Availability. The tool shall inherit the standard Platform availability SLA. No -specific uptime requirement above the platform default for Phase 1.

13.10 Open Decisions Log

The following Phase 1 decisions remain open and shall be resolved by the named owner before or during the indicated milestone. This log consolidates pending items referenced inline throughout the document; items already resolved are not repeated here.

Vertical starter packs (final list and quantity). Owner: Product Marketing. Target: Phase 1 build kickoff.
Top 6–8 outcome × industry copy variants (final combinations). Owner: Product Marketing. Target: Phase 1 build kickoff.
Phase 1 differentiator card copy (final titles, rationales, anchors). Owner: Product Marketing and Sales Enablement. Target: During Phase 1 build.
Contact-form fields, consent language, and form design. Owner: Digital and Privacy / Legal. Target: Pre-launch.
Range widths / standard deviations for value and cost outputs. Owner: Pricing / Finance and Vendor. Target: Joint validation during build.
Industry × company-size benchmark inputs to the value-pool math. Owner: Product Marketing and Vendor. Target: Joint validation during build.
Decision-signal weights and amplification logic. Owner: Vendor and Product / Engineering. Target: Joint validation during build.
AI firmographic prefill data provider. Owner: Vendor recommendation, approval. Target: Build kickoff.
SFDC field mapping for sales-track prefill and lead passback. Owner: Digital and Vendor. Target: Build kickoff.
Path-to-quote handoff target system (SFDC Opportunity vs. CPQ). Owner: Sales Enablement and Digital. Target: Pre-launch.
brand-asset pack for the executive summary PDF. Owner: Brand and Marketing. Target: Pre-launch.
Telemetry approach (native Vendor vs. layered GA / Mixpanel) and retention period. Owner: Digital and Vendor. Target: Build kickoff.
KPI targets for completion %, drop-off, share/download conversion, and path-to-quote conversion. Owner: Marketing and Sales Enablement. Target: Pre-launch.
Pricing data refresh cadence and change-control process. Owner: Pricing / Finance and Product Marketing. Target: Pre-launch.

13.11 Phase 1 Acceptance Criteria

The following criteria define Phase 1 readiness for launch. All items shall be demonstrated in joint + Vendor review prior to general availability. Where a criterion depends on an open decision in Section 13.10, readiness shall be confirmed against the approved decision rather than against this document’s illustrative content.

All six screens (Screens 1–6, customer-facing and sales-facing) functional with banded inputs operational across all Phase 1 supported browsers.

Screens 1–3 inputs produce a combined ROI range on Screen 4 within the two-minute time-to-ROI target for a typical input combination.

Capability contribution chart renders correctly with the single Phase 1 lane (Flexible / On-Demand Connectivity at 100% of the combined ROI range).

Solution-Set Differentiator cards display with outcome-driven ordering, “Matches your priority” tagging, and customer-specific anchors derived from Screens 1–3 inputs.

Inline assumption anchors render correctly on Screen 4 and respond to skipped or “Not sure” answers transparently.

Top three drivers generate from the outcome × driver template library and tie to the customer’s specific selections.

Screen 6 sizing inputs produce bundled per-variation cost ranges using Phase 1 public list pricing; foundational components are folded into per-variation totals; outputs are presented as ranges.

Multi-year view, net annual value, payback in months, sensitivity toggles, and full assumptions log with Benchmark / Prefilled / Validated chips are functional in both customer and sales tracks.

Save / Share gate delivers the -branded executive summary PDF (per Section 13.12) and a shareable live link.

Lead capture and tool analytics pass back to via SFDC sync per Section 13.8.

Single-click path-to-quote handoff preserves all sizing inputs, add-on selections, and the assumptions log in the agreed target system.

Vertical starter packs operational with override-friendly behavior on Screen 1 and Screen 5 Learn.

Sales-track Screen 6 technical-detail sub-tab visible only to authenticated sellers and renders component-level pricing correctly.

Day-one instrumentation captures all five required metrics (completion %, drop-off step, most-used scenario, share/download conversion, path-to-quote conversion).

Stakeholder validation completed per Section 12 by Digital, Product Marketing, Sales Enablement, Product / Engineering, and Pricing / Finance.

Privacy, consent, and data-retention treatment confirmed by Privacy / Legal.

brand assets applied to the PDF and live link; Brand and Marketing approval documented.

13.12 Executive Summary PDF Specification

The -branded executive summary PDF is the customer-shareable artifact produced after the Save / Share contact-form gate is completed. It shall mirror the Screen 4 ROI story and, when the customer has completed Screen 6, include the funding-ready estimate. The shareable live link shall present the same content as the PDF, refreshable as the customer revisits and adjusts inputs.

Suggested length. Four to six pages. Final page count shall be set with Brand and Marketing.

Suggested page order:

Page 1 — Cover. branding (logo, color palette, typography); customer or company name when provided on Screen 1; date the summary was generated; the headline tagline (“Total Estimated Annual Business Value”).

Page 2 — Combined ROI summary. Total Estimated Annual Business Value range (low / mid / high) as the dominant element. The scope and outcomes that produced the range. A short plain-language explanation (3–5 sentences) drawn from the Screen 4 “What this means” subsection.

Page 3 — Capability contribution + differentiators. Capability contribution chart for the launched lanes (Phase 1: single Flexible / On-Demand Connectivity lane at 100%). Highlights from “Why Flexible / On-Demand Connectivity delivers this for you” — the top two or three differentiator cards prioritized to the customer’s selected outcomes, with their customer-specific anchors.

Page 4 — Top three value drivers. The ranked top three drivers from Screen 4, with the customer-specific phrasing tied to Screens 1–3 inputs. Inline assumption anchors shown alongside.

Page 5 — Funding-ready estimate (when Screen 6 completed). Bundled annual cost range per NaaS variation plus add-ons; multi-year view across the funding window; net annual value; payback in months; sensitivity-toggle settings used. If Screen 6 was not completed, this page shall be omitted and the assumptions page shall slide forward.

Page 6 — Assumptions and next steps. Compact assumptions-log summary (the inputs the customer provided, with Benchmark / Prefilled / Validated indicators). contact information. “Take this into a quote conversation” CTA with a deep link back to the live shareable link or the appropriate quoting workflow.

Brand and template ownership. Brand and Marketing shall provide the asset pack and approve the final template prior to launch. Vendor shall implement and generate the artifact natively from the tool’s output.

Live shareable link. The shareable live link shall present the same content as the PDF, refreshable when the customer returns and adjusts inputs. Link expiration, access control, and revocation behavior shall be confirmed during build kickoff.