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Traditional Sales vs Consumption Model:
Steps to a Successful Sale
Traditional Solution Sale Consumption Model Sale
1. Identify the Opportunity 1. Identify the Opportunity
2. Propose Solution 2. Propose Solution
3. Compete for Business Versus 3. Compete for Business
4. Win the CPE Sale
4. Win the Platform Sale
5. Hope you can come back
and find another big project 5. Structure a Fair
Consumption Agreement
6. Start over
6. Drive User Adoption of
Micro-Transactions
7. Continue drawing
incremental revenue.
