Page 64 - HSCR

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
Versus 3. Compete for Business
3. Compete for Business 4. Win the Platform Sale

4. Win the CPE Sale 5. Structure a Fair Consumption
Agreement

5. Hope you can come back 6. Drive User Adoption of Micro-

and find another big project Transactions

7. Continue drawing incremental
6. Start over revenue.