Page 59 - DaaS - Selling Cisco Powered Desktop-as-a-Service with Citrix

Supporting Student Notes:

Deployment implies the deal is closed and we implement the solution, but a more successful (and proven) way of selling DaaS is to
have stages of deployment.

Because of capabilities being delivered “as a Service” from the SP’s cloud, Trials and Pilots have never been easier and it’s one of
the most powerful sales techniques available; get the product in the users hands.

1. FREE Trial – usually 14-30 days. Each step in these 3 steps of deployment must be successful to move the customer
organically to the next step. Do not assume customer will use just because you have provided them the service. Set success
criteria prior to initializing trial period, WITH follow date agreed, AND agreed next step ‘when’ trial is successful, i.e. Pilot.

2. A Pilot is usually a chargeable delivery (when compared to a Trial), but even though the customer may now have “skin in the
game” as far as a financial investment, again, don’t assume because they have it, and have paid for it, that they will use it.
Again, agree Pilot timescales (3-6 months), agree success criteria, agree next steps upon success i.e. placement of order for
full roll out (or partial/phased roll out as appropriate) AND agree dates to review progress within that 6 months to ensure
everything is on track, that there are no problems, that they are using it and getting the value identified in Step 3. This has the
power of using a “Trial Closing” technique, by getting customer to agree to contract upon success of Pilot, so success must be
ensured through close management.

3. Stage 3 of the Deployment step should be the contract, but this is really only the start of the journey. The goal is grow service
revenues through adoption and utilization of the service by the customer AKA Consumption, which lead to final step in sales
process Useful reading “Consumption Economics” and “B4B”.

https://www.youtube.com/watch?v=Nni00SwxIGc

https://www.youtube.com/watch?v=0Z3Z0jpztZE