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