CAT_UserGuide CLOUD ASSESMENT TOOL

1. Microsoft Cloud Assessment Tool User Guide

2. Outline
 Description and Purpose of the Cloud Assessment
Tool
 How to Use the Tool to Drive Sales
 Technical Features
2

3. Move your sales opportunities forward with the
Cloud Assessment Tool
Summary
1
• 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 Tool
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4. It is foremost a sales tool that helps you have a better
conversation 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.
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5. Outline
 Description and Purpose of the Cloud Assessment Tool
 How to Use the Tool to Drive Sales
 Technical Features
5

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
 LoB
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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.
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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.
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9. Outline
 Description and Purpose of the Cloud Assessment Tool
 How to Use the Tool to Drive Sales
 Technical Features
9

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 tool
Click here to go to the CIO
Conversation assessment
Click any of these buttons to
go to the assessment for
that workload
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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.
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12. Each Application Workload assessment has two components.
Questions Outputs
Categories of Review and discuss each question Scoring results of all four
questions are shown with the customer and then select A summary platform platform options, based on
on the left navigation the appropriate answer by clicking recommendation the answers given by the
bar. on the available responses. customer
Responses
provide Based on the
contextual answer selected,
guidance platform ratings are
when 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.
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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.
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