cat user guide cloud assesment tool
Post on 13-Jul-2015
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Outline
Description and Purpose of the Cloud Assessment
Tool
How to Use the Tool to Drive Sales
Technical Features
2
Move your sales opportunities forward with the
Cloud Assessment Tool
• This is a sales assessment tool, not a technical assessment tool.
• The tool’s goal is to help you accelerate the sales opportunities from 0 to 40%.
• The tool does that by providing a structured conversation flow with the customer.
• The tool pivots the conversation – focusing on business priorities and workloads first,
then driving to a platform.
• You should drive to an outcome of getting the customer to do a deeper assessment.
Summary
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Sales Process (and where this tool fits)
Cloud Assessment Tool
Prospect Qualify
Develop SolutionProve Value
Close
20% 40% 60% 80% 100%
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It is foremost a sales tool that helps you have a better
conversation with the customer about the cloud.
Provides a structured set of
questions to aid your customer
conversation about their
business and IT objectives
relating to the cloud.
Helps you have a productive
customer conversation.
Does not algorithmically identify
the “right” cloud strategy for the
customer.
Description
You understand the customer’s
cloud strategy.
You build credibility with the
customer.
Your customer agrees to a more
detailed analysis.
Your customer is interested in
Microsoft offerings.
Outcomes
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Outline
Description and Purpose of the Cloud Assessment Tool
How to Use the Tool to Drive Sales
Technical Features
5
Tool components
Section Purpose / Usage How it works
Access assessments Click on the relevant button to access
the desired assessment.
CIO Conversation For a 20-minute CIO
discussion to discover
CIO strategy and
priorities.
Drives the customer to do
a workload assessment.
14 high-level questions about the
company’s strategy; supports
discussions of how the partner can help
the customer achieve that strategy
Generates output with
recommendations and next steps
Application Workloads
(x5)
For a 60-minute
discussion with an IT
director about a particular
workload:
Messaging
Collaboration
Unified Communications
CRM
LoB
35-40 questions for each workload in a
structured process for exploring the
customer’s workload cloud strategy
Generates output with
recommendations and next steps
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How to use the CIO Conversation assessment
You have 20 minutes
with the CIO.
You do not know the
customer’s cloud
strategy.
You want to show that
you can help the
customer realize their
business and IT
objectives.
Starting State
• Pre-fill customer name and
known questions ahead of the
meeting.
• Complete each question,
discussing answers and
implications, and entering
notes as applicable.
• Interpret answers and
implications to identify areas
of opportunity.
• Set up a follow-up meeting to
review output and highlight
areas of opportunity.
• Discuss next steps, and print
leave-behind material.
CIO Discussion Assessment Process
Partner understands the
customer’s cloud
strategy.
The customer believes
the partner can help
them achieve their cloud
strategy.
The customer is
educated about
Microsoft solution
offerings.
The customer agrees to
concrete next steps to
realize that strategy.
Finishing State
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How to use the Application Workload-Specific assessments
You have 60 minutes
with the IT director for a
specific priority
workload.
The customer may or
may not have a clear
platform strategy for the
workload.
Starting State
• Pre-fill customer name and
known questions ahead of
the meeting.
• Complete and discuss each
question, including answers,
implications, and platform
weighting; and add notes to
questions as applicable.
• Set up a follow-up meeting to
review output, discussing
recommended platform
strategy.
• Discuss next steps, and print
leave-behind material.
• Repeat steps for next
applicable workload.
Application WorkloadAssessment Process
Partner understands the
customer’s workload
strategy.
The customer and
partner have identified
the appropriate platform
for that workload.
The customer is
educated about
Microsoft solution
offerings.
The customer agrees to
concrete next steps to
realize that strategy.
Finishing State
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Outline
Description and Purpose of the Cloud Assessment Tool
How to Use the Tool to Drive Sales
Technical Features
9
The landing page provides access to the assessments.
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Click My Assessments to
review or edit assessments
Click here to go to the CIO
Conversation assessment
Click any of these buttons to
go to the assessment for
that workload
Click Help to see
more information on
using the tool
The CIO Conversation assessment has two components.
Questions Outputs
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Note: Some questions are mandatory.
Categories of
questions are shown
on the left navigation
bar.
Review and discuss each
question with the customer and
then select the appropriate
answer by clicking a response.
Output #1: What
Microsoft pillar
technologies could
help the customer
reach their business
objectives
Output #2:
What platform
appears to be a
best fit for their
company.
Output #3:
What platform
appears to be a
best fit for their
priority
workloads
Next Steps: Click on
the appropriate button
to print or save a
summary report, review
additional collateral, or
link to additional
assessments.
You can add a note
to a question.
Each Application Workload assessment has two components.
Questions Outputs
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Note: At least one question must be answered per page
to generate results.
Next Steps: Click on the appropriate button to print
or save a summary report, review additional
collateral, or link to additional assessments.
Scoring results of all four
platform options, based on
the answers given by the
customer
A summary platform
recommendation
Based on the
answer selected,
platform ratings are
displayed.
Responses
provide
contextual
guidance
when clicked.
Categories of
questions are shown
on the left navigation
bar.
Review and discuss each question
with the customer and then select
the appropriate answer by clicking
on the available responses.
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