Page 192 - MCPW - Multicloud Presales Workshop
P. 192

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:

                        High Penetration Low Adoption                              3 Whys Value Propositions, Success Criteria
                                                                                   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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