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Cat user guide cloud assesment tool

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CAT_UserGuide CLOUD ASSESMENT TOOL

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Cat user guide cloud assesment tool

  1. 1. Microsoft Cloud Assessment Tool User Guide
  2. 2. Outline Description and Purpose of the Cloud Assessment Tool How to Use the Tool to Drive Sales Technical Features2
  3. 3. Move your sales opportunities forward with theCloud Assessment Tool Summary1• This is a sales assessment tool, not a technical assessment tool.•2 The tool’s goal is to help you accelerate the sales opportunities from 0 to 40%.•3 The tool does that by providing a structured conversation flow with the customer.•4 The tool pivots the conversation – focusing on business priorities and workloads first, then driving to a platform.5• You should drive to an outcome of getting the customer to do a deeper assessment. Sales Process (and where this tool fits) 20% 40% 60% 80% 100% Prospect Prove Develop Solution Close Qualify Value Cloud Assessment Tool3
  4. 4. It is foremost a sales tool that helps you have a betterconversation with the customer about the cloud. Description Outcomes Provides a structured set of  You understand the customer’s questions to aid your customer cloud strategy. conversation about their business and IT objectives  You build credibility with the relating to the cloud. customer. Helps you have a productive  Your customer agrees to a more customer conversation. detailed analysis. Does not algorithmically identify  Your customer is interested in the “right” cloud strategy for the Microsoft offerings. customer.4
  5. 5. Outline Description and Purpose of the Cloud Assessment Tool How to Use the Tool to Drive Sales Technical Features5
  6. 6. 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  14 high-level questions about the discussion to discover company’s strategy; supports CIO strategy and discussions of how the partner can help priorities. the customer achieve that strategy  Drives the customer to do  Generates output with a workload assessment. recommendations and next steps Application Workloads  For a 60-minute  35-40 questions for each workload in a (x5) discussion with an IT structured process for exploring the director about a particular customer’s workload cloud strategy workload:  Generates output with  Messaging recommendations and next steps  Collaboration  Unified Communications  CRM  LoB6
  7. 7. How to use the CIO Conversation assessment CIO Discussion Starting State Assessment Process Finishing State You have 20 minutes 1 • Pre-fill customer name and  Partner understands the with the CIO. known questions ahead of the customer’s cloud meeting. strategy. You do not know the • 2 Complete each question,  The customer believes customer’s cloud discussing answers and the partner can help strategy. implications, and entering them achieve their cloud notes as applicable. strategy. You want to show that • 3 Interpret answers and  The customer is you can help the implications to identify areas educated about customer realize their of opportunity. Microsoft solution business and IT • 4 Set up a follow-up meeting to offerings. objectives. review output and highlight areas of opportunity.  The customer agrees to concrete next steps to • 5 Discuss next steps, and print realize that strategy. leave-behind material. 7
  8. 8. How to use the Application Workload-Specific assessments Application Workload Starting State Assessment Process Finishing State You have 60 minutes • 1 Pre-fill customer name and  Partner understands the with the IT director for a known questions ahead of customer’s workload specific priority the meeting. strategy. workload. • 2 Complete and discuss each  The customer and question, including answers, partner have identified The customer may or implications, and platform the appropriate platform may not have a clear weighting; and add notes to for that workload. platform strategy for the questions as applicable. workload.  The customer is 3 • Set up a follow-up meeting to educated about review output, discussing Microsoft solution recommended platform offerings. strategy.  The customer agrees to 4 • Discuss next steps, and print concrete next steps to leave-behind material. realize that strategy. 5 • Repeat steps for next applicable workload. 8
  9. 9. Outline Description and Purpose of the Cloud Assessment Tool How to Use the Tool to Drive Sales Technical Features9
  10. 10. The landing page provides access to the assessments. Click My Assessments to Click Help to see review or edit assessments more information on using the toolClick here to go to the CIOConversation assessment Click any of these buttons to go to the assessment for that workload10
  11. 11. The CIO Conversation assessment has two components. Questions Outputs Categories of Review and discuss each Output #1: What Output #2: Output #3: questions are shown question with the customer and Microsoft pillar What platform What platform on the left navigation then select the appropriate technologies could appears to be a appears to be a bar. answer by clicking a response. help the customer best fit for their best fit for their reach their business company. priority objectives workloads You can add a note to a question. Next Steps: Click on the appropriate button to print or save a Note: Some questions are mandatory. summary report, review additional collateral, or link to additional assessments.11
  12. 12. Each Application Workload assessment has two components. Questions OutputsCategories of Review and discuss each question Scoring results of all fourquestions are shown with the customer and then select A summary platform platform options, based onon the left navigation the appropriate answer by clicking recommendation the answers given by thebar. on the available responses. customerResponsesprovide Based on thecontextual answer selected,guidance platform ratings arewhen clicked. displayed. Next Steps: Click on the appropriate button to print Note: At least one question must be answered per page or save a summary report, review additional to generate results. collateral, or link to additional assessments. 12
  13. 13. You can review or edit your assessments. Listing of Your Assessments This screen is accessed from this link. Filter the view from these fields or by clicking the column headings Choose actions from this column.13

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