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Why We Win (and at a much higher sales price)
Sell Features Sell VALUE
Easy and Generalist Lots of Cycles to Redefine the
Problem
No Prospect Research So
Limited Understanding of the Complex and Specialist
Problem Value Framework Process:
3 Whys Value Propositions, Success Criteria
High Penetration Low Adoption Definition, Proof of Value (not Concept),
Business Value Assessments, Business Value
No Understanding of ‘Success’, Realisations
Therefore Expansions are Rare Land then Fast Expand
Do Not Move Past AppDynamics Qualification
without an AppDynamics Sales Rep.
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