Page 82 - MCSW - Multicloud Sales Workshop - Atos

Open Up the Conversation to Find the Implication of a

Pain

Question Funnel Process Example
Pain Identified from Typical Pains Excessive Developer Time Spent on
Production Issues / Problems

Ask Multiple How often does this happen?
Open Questions How many people are involved?
How many features are in the
backlog?
If at any stage you hear ‘I don’t know.’
Ask Leading Questions for What priority issues do they work on?
More Detail on each Why are devs involved in production issues? You should always ask ‘Who
Open Question How much potential revenue is associated
with the back log features not delivered yet?
would know?’ and

‘Would you introduce me or shall I call
Ask Clarification Questions to What is the cost associated to a P1 incident?
Ensure You Understand How much does a typical developer cost?
How much potential revenue is associated with them directly?’
the Implication the back log features not yet delivered?

So you have 70 Developers at a cost of around
Ask one final Confirmation $130k each spending about 15% of their time working
Question to close the funnel on production, P1 issues, while there is a backlog of 12
features waiting with a potential business benefit of
and build pain $370k per month once released, is that correct?