Foundation Learning Path

Sales Strategies & Objection Handling

How do we motivate, influence and understand?�

​

By: Google Apps Reseller Team

Google Confidential & Proprietary

PART I: Sales Process

​

1.  Before Choosing Your Past, Look at Your Future

2.  How Does Google Sell?

3.  Sales Cycle

​

PART II:  Objection Handling

​

4. Issues to Consider  

5. Some Common Objections & Answers 

6.  Final Thoughts

7.  Q&A

8.  Appendix

Google Confidential & Proprietary

Outline

PART I: Sales Process

1.  Before Choosing Your Past,

Look at your Future...

Google Confidential & Proprietary

Today's Business Challenges

Information Overload

• Volume of information is increasing radically
• Sort, file & find is a broken paradigm

�

Collaborative Teamwork

• Work with global, distributed teams
• Connect with external partners
• Maintain data integrity

�

Access Anywhere

• Proliferation of smart phones
• Struggles with VPN & remote access

�

Google Confidential & Proprietary

Choices, Change, Impact

Your Customer's Users

• They will live with this for years

Your Customer's Career

• Once in a career decision

Your Customer's Team

• Who wants better collaboration & strategic projects

Your Customer's CFO

• Who wants to improve margins

Google Confidential & Proprietary

The Next Generation of IT Services

Google Confidential & Proprietary

Source: MSPexcellence

�

2.  How Does Google Sell?

Google Confidential & Proprietary

We Often Sell Based On the Wrong Reasons

• Demonstrate we meet business needs
• Product-oriented approach usually means you... 
• Spend too much time 
• Fail to uncover true needs

�

�

�

�

• How can we strategize & emotionally connect?
• Ascertain problems Find PAIN
• KYB ~ Know Their Tusiness

• People Buy Emotionally
• But... Justify Logically

People Buy for 2 Reasons: Pain & Growth Potential

• They have a problem (PAIN)
• They see an opportunity (GROWTH POTENTIAL)

Why Do We Sell?

Google Confidential & Proprietary

​

Winning Business is Based on Psychology

�

We Must Create a Perception

• Company/Individual receives a gain
• Our products serve their self-interest

�

Bonding and Rapport is Essential

• Decision to buy can be based on initial calls

�

Up-Front Contracts are Needed Too

• Establish terms of your conversation

Perception - Is Reality

Google Confidential & Proprietary

3. PAIN is our Goal...

• Their issues supercede everything
• KYB - Know Your Business

�

�

�

2. Thorough Need Assessment

• Deliver Relevant Messaging

1. Essential Step

• Establish agreement of purpose & clarify intended outcome

Keep in Mind...

Google Confidential & Proprietary

�

3 Things to Remember

Up-Front Contract = Agreement Between You & Prospect�

• "Set-Up" Examples
• Suggest ~ "We would proceed from this point by..."
• Gameplan ~ "What we're going to do is..."
• Confirm Buy-In ~ "Does that sound fair?"      

​

• Bonding and Rapport is Essential         
• Focuses attention
• Limits confrontation
• Enables assertiveness�
• Up-Front Contracts Help You
• Identify next steps
• Discern worthwhile opportunities

Up Front Contract

Google Confidential & Proprietary

Chart the Course of Your Deal�

Identify Relevant Changes

• Trends and policies affecting business

Define These Changes

• Are these threats or opportunities?
• Focus on threats

Define Current Single Sales Objective

• Write down what you want to sell

Test Your Single Sales Objective

• How do you feel about your single sales objective?

Examine Alternate Positions

• Where can you reposition?
• Assess areas of potential change

Charting the Course

Google Confidential & Proprietary

Don't Do The Following: 

​

1. Make your case with an up-front, hard sell

• Don't 'John Wayne' - with persistance
• Must adapt to audience 

​

2. Resist compromise  

• Don't just listen & then push, instead...
• Incorporate new perspectives into your own

​

3. Believe secret of persuasion lies in arguments

• Just the facts ma'am doesn't work
• #'s forgotten; but stories are remembered

​

4. Assume persuasion is a one-shot effort

• No one buys on the first try
• Iterative process... in your professional & personal

4 Main Mistakes

Google Confidential & Proprietary

Creates the "Wow" that keeps you "Old Brain" from sleeping: 

​

1. What-if-you questions

• What if you... never needed another server, free up your IT staff
• ...That's what you're going to see today 

​

2. Number Plays 

• 4, 40, 5, and 99.9% - Service works!
• 13, 28, 40 and 100/600 - Co. can perform!
• Incorporate new numbers

​

3. Customer stories with contrast

• Testimonials of similar stories eliminate resistance
• #'s forgotten; but stories are remembered

​

4. 3D Props and Images

• Example of Challenger, Example 2016 Olympics
• Visuals... get remembered more than words

Grabbers

Google Confidential & Proprietary

​

3.  Sales Cycle�

�

Google Confidential & Proprietary

Why We Maintain an Enterprise Sales Process?

An Enterprise Sales Process Enables Us to:

�

• Increase our win rates

�

• Allocate our limited sales resources more effectively

�

• Shorten our sales cycle

�

Google Confidential & Proprietary

The Enterprise Sales Process

Deployment/

Production

Qualification

Discovery

Solution 

Validation

Deployment 

planning

Proposal 

& Close

Understand the customers business strategy

Propose comprehensive solution.

Quantify the business value

Define a clear roadmap

Essential Part (BANT Document)

Google Confidential & Proprietary

Action Items

Deployment/

Production

Qualification

Discovery

Solution 

Validation

Deployment 

planning

Proposal 

& Close

​

Understand high level client needs to determine whether to engage in an opportunity

Engage with the client to identify their detailed needs, drivers, landscape to develop a winning account strategy

Deliver a compelling, and complete solution that maps to the business and technical needs

Negotiate pricing, develop and deliver a complete executive summary proposal.

Develop a plan to take the client from the current state to the desired solution

Effectively transition to implement the solution and ensure strong client relationship and referencability

Google Confidential & Proprietary

​

Needs Assessment (WHY & WHAT) (as seen in the BANT Doc)

​

1. What issues do you have with your current email? A: EXCHANGE is unreliable�

2. How long have you been having these issues? A: 6 months�

3. What happens if you don’t fix these issues? A: Failed drives, replacing hardware, etc.

�

4. Are any issues painful enough to make you change? A: Yes, it's delaying important projects

​

5. Why are you assessing Google Apps? Why now? A: We've heard it's a great solution

​

6. What Google Apps features can your business benefit from? A: All... except [blank]

​

7. Do you have any particular concerns regarding Google Apps? A: Implementation

​

8. What does your current email service provide other than mail?  A: Calendar, personal/frequent contacts

Budget & Need

Google Confidential & Proprietary

Who Decides?

�

• Other than yourself, who else is involved in this project?  What is their role?

​

​

• Who has been expressing issues with your current email solution?

​

​

• Who is fearful of a change?

�

�

Authority

Google Confidential & Proprietary

What are the Next Steps?

​

• Bottom Line
• How soon do you need to fix this issue?

�

• Previous Decisions
• Have you already assessed this?

�

• Roadblocks
• Any existing agreements in place? 
• What dictates your timeline?

�

• Let’s Assume (ideal situation)
• Our Service Meets Your Needs...
• What happens next?

Timeline

Google Confidential & Proprietary

There are Five Clear Benefits

DRAFT

1

Faster Sales Cycle

2

Executive Access

3

Bigger Deals, The Right Deals

4

More Competitive and Compelling Interactions

5

Improved Teamwork

6

Google Confidential & Proprietary

Objection Handling and Closing Techniques within the ESP Framework

​

Where Do We Want to Get to in the ESP Cycle?

​

Qualification

Discovery

Solution Validation

Deployment planning

Proposal & Close

Deployment/ Production

Google Confidential & Proprietary

PART II: Objection Handling

 4. Issues to Consider 

Google Confidential & Proprietary

Objection Handling - Intro

• Objections are crucial to the sales process.

​

• Little (or no) objections generally means little (or no) commitment or engagement.

​

• The more specific, the better for you!

​

• Can be used to effectively advance the sale.

Google Confidential & Proprietary

Common mistakes and pitfalls…

​

• Pre-empting objections

​

• Too dismissive

​

• Responding too quickly or eagerly

​

• Ignoring the source

​

• Not attaching a “close” to the objection

​

• Being “the expert”

​

• Not gauging its importance, relevance or gravity

​

Objection Handling - Avoid Doing This

Google Confidential & Proprietary

• Listen
• Do not jump in or interrupt.
• Show them you are interested through active listening techniques.

​

• Question
• Understand and clarify what they are saying with reaffirming or open-ended questions.
• Keep your questions light and relevant. It is not an interrogation and giving them the 'third degree' will turn them off.
• "Could you elaborate on that?"
• "What do mean in particular / do I understand correctly when you say ....?"

​

• Handle
• Answer the question to overcome their concern and provide information / evidence to prove your explaination.

​

• Check
• "Does that answer your question?"
• "Are there any more concerns that you have?"

Objection Handling - Actions to Take

Google Confidential & Proprietary

Google Confidential & Proprietary

• Understand that there are different sources of objections
• Real
• False
• Competitive (“Trap”)
• Unspoken

​

• Anticipate (don’t pre-empt)
• Determine where you are in the sales cycle
• Develop and groom a “Champion”
• Understand your competitors

​

• Gauge the importance

​

• Offer evidence

​

• Respond by requesting commitment or engagement

​

• Trial close

Objection Handling - Techniques to Consider

​

5.  Some Common Objections & Answers

�

�

Google Confidential & Proprietary

Google Confidential & Proprietary

10 Common Objections

1. We need to test Google Apps before we will be ready to purchase it.

​

2. Feature 'XYZ' does not work the way we are used to in Google Apps ~ We will be unable to move forward with Google Apps without this feature.

​

3. Google Apps is not secure enough.

​

4. We are losing direct control over our data with Google Apps.

​

5. It will be too challenging for my users to use Google Apps ~ My users depend on Outlook and don’t know how to use anything else.

Google Confidential & Proprietary

10 Common Objections

6. Our timeline is to test for 3-6 months & then make a decision to purchase Google Apps.

​

7. We lose the privacy of our data ~ Google will read our data and/or show ads to our users.

​

8. I don’t want to use a reseller ~ I want to purchase directly through Google.

​

9. Deploying Google Apps is too difficult ~ We don’t have the internal staff/time to help us conduct deployment.

​

10. I don't think Google Apps is enterprise ready. It's a consumer offering.

Objection 1: "We Need to Test Google Apps Before Purchasing"

Background ~ "We understand everyone wants to test before purchasing"

• Offer them the exact same functionality as a Google Apps for Business account
• Earn their trust and confidence through asking good questions

​

�Goal ~ Find reasoning behind testing

• Ask 3 questions:
• What do you want to test? Who will be testing?
• What are the main features/functionality that you are looking to test?
• What is your timeline for testing?

​

​

Steps ~ Offer Sample Account

• Suggest users test using sample account ~ No need to waste time setting up
• Can test Google Apps with full functionality & with no interruptions for users

​

​

Additional Information ~ Check Online�

​

Conclusion ~ GOOGLE SAMPLE TEST ACCOUNT IS A GREAT RESOURCE!�

Resources ~ Standard Account (http://goo.gl/og7ia)

Google Confidential & Proprietary

Objection 2: "Feature 'XYZ' Does Not Work the Way We are Used to in Google Apps. 

We Will Be Unable to Move Forward with Google Apps Without This Feature."

​

Background ~ Understand What They Want, Teach Them How to Do It in Apps & Ask questionds...

• What do they use it for? How many people use it and how do they use it?

​

Goal ~ Stand Up for Google Apps and Assure Them They'll Find Success!

• Don't Apologize ~ Most features are not in Google Apps because we chose it to be that way
• Defend Google's own vision ~ We should be understanding and helpful, not apologetic

​

Be Confident ~ Thousands of companies, government entities and schools use it

• Often, customers are just being difficult
• Don't be afraid to push back
• Ask them to evaluate what features are truly necessary 

​

Additional Information ~ Most Common “Important” Features Requested...

• Shared contacts / Browsable global address list / Public shared folders

​

Google Apps Marketplace ~ A set of tools to enhance your Google Apps experience is in "Apps Marketplace"

• Explain to prospects that you'll research their feature and propose a few applications

​

Conclusion ~ GOOGLE CAN OFTEN REPLICATE FUNCTIONALITY (90% of cases)

​

Resources ~ Google Apps Marketplace (http://goo.gl/OZvOo)Remember, synergies

gained through transition are often greater than functionality loss 

�

�

Google Confidential & Proprietary

 Objection 3: "Google Apps is Not Secure Enough"

�

Background ~ "This is One of the Core Misunderstandings of Cloud Computing"

• "Its like storing your life savings in your safe at home vs. at a large bank."

�

Goal ~ Convince customer that Google apps is FAR more secure than on-premise

�

Steps ~ Explain Difference

• When MSFT finds a bug, EVERYONE is notified (Patches, IT teams & Time are utilized)
• When Cloud providers find a bug, they fix everyone at once. (NO ONE PAYS A DIME) 

�

Additional Information ~ Google datacenters are our core competency ($30B a year)

​

-3 Core Security Components: PEOPLE, PROCESSES & TECHNOLOGY

​

-Data is sharded & obfuscated on our servers ~ no one can find your data 

​

-We are SSAE No. 16 Certified (supersedes SAS 70 Type II)

• Organizations that care about security choose Google Apps
• - Whitehouse.gov runs on Google Apps. City of Los Angeles, DC, & Orlando too
• - Over 50% of American universities now run Google Apps; We have 63 of the top 100 schools!

�

Conclusion ~ GOOGLE SECURITY IS BEST IN CLOUD COMPUTING & IS MORE SAFE�

Resources ~ Security 1st Website (http://goo.gl/DDzy) & FAQ Page (http://goo.gl/uxox)

Google Confidential & Proprietary

Objection 4: "We'll Lose Direct Control of Our Data with Google Apps"

�

�

Background ~ Assure Them That This is a Common Concern

• "Many customers I work with are hesitant to move to the cloud because they worry they would lose direct physical control and ownership of their data."

​

Goal ~ Dispel the Myth 

• Describe how Google assures that they, the customers, maintain data ownership �

Steps ~ Explain Their Legal Rights

• You always retain full ownership of your data
• You can still make changes through your online control panel
• You can remove your data from Google datacenters anytime you want
• Our legal terms and agreements explains more
• goo.gl/W2Ug2

​

Additional Information ~ Please see the Google Data Liberation Initiative for more

• http://www.dataliberation.org/

�

Conclusion ~ YOU OWN YOUR DATA & CAN DO WHAT YOU WANT WITH IT

​

Resources ~ Data Liberation Website (http://goo.gl/2BO7)

Google Confidential & Proprietary

Objection 5: "It Will Be Too Challenging for My Users to Use Google Apps ~ 

My Users Depend on Outlook and Don’t Know How to Use Anything Else."

�

Background ~ This objection is common & THIS IS WHY RESELLERS ARE ESSENTIAL�

Goal ~ Instill confidence in Google Apps' simple and ease-to-use web interface

• Google Apps Outlook Sync tool functions as a 2nd option/last resort�

Steps ~ Consider Offering the Following Suggestions

• 1-2 sessions of user training from one of our resellers / specialized trainers
• Many adopt easily to Google Apps because they already use gmail or free version
• Numerous online resources are available
• Deployment Center, Help Center and YouTube
• Dozens of walk through videos and tutorials

​

Additional Information

• Usually, users are completely changed over in less than a few days 
• After initial use, most people remark that they like the new interface more
• In some cases, I invite a 3rd party (like eBoost Learning) for additional training

�

Conclusion ~ RESOURCES ARE READY TO ASSIST WITH OUTLOOK TRANSITION AND OUTLOOK CAN STILL REMAIN ON THE FRONT END

​

Resources ~ Apps Sync Page (http://goo.gl/LKb9) & Sync Help Page (http://goo.gl/xhyp)

Google Confidential & Proprietary

Objection 6: "Our Timeline is to Conduct Tests for 3-6 months & 

Then Make a Decision to Purchase Google Apps"

​

Background ~ Some companies have legitimate reasons (budgeting & renewal cycles)

• However, most...
• Do not have legitimate excuses 
• Simply don't want to feel urgency

�Goal ~ Determine timeline and flexibility

• If they won't move forward for 3+ months, help them but do not prioritize
• Figure out if they can be pushed.
• If so, PUSH;  If not, DE-PRIORITIZE

�Steps ~ "What is your timeline for this project?" And then, let them talk

• Continue to ask clarification questions to best evaluate their purchasing process�

Additional Information ~ Explain carrots & benefits we can offer customers

• Deployment assistance, discounts on service, free end user training
• Be creative ~ You control the relationship!�

​

Conclusion ~ ASCERTAIN REASONING BEHIND EVALUATION TIMELINE

• Determine if you can influence it

​

Resources ~ How to Evaluate Prospects - BANT (http://goo.gl/Ucr3F)

Google Confidential & Proprietary

 Objection 7: "We Lose the Privacy of our Data. 

Google is Going to Read our Data and/or Show Ads to our Users."

Background ~ While this is also a common concern, it is also misfounded

�Goal ~ Assure customer that Google is PROHIBITED from reading your email

​

Steps ~ Inform Customers That They're Legally Protected

• Visit here (goo.gl/W2Ug2) to learn more
• No humans are reading your data
• We never conduct data mining which would violate our privacy policies
• Any machine scanning is only done for spam blocking, search indexing, etc.
• The data is yours and Google is prohibited from accessing it
• That’s the bottom line.�

Additional Information ~ Concerns About Advertising

• The free version of Google Apps and Gmail both have a machine algorithm 
• This scans for keywords and shows advertising on the side. 
• THE PAID VERSION DOES NOT HAVE ADVERTISEMENTS

�

​

​

�

Conclusion ~ YOU DON'T LOSE PRIVACY. GOOGLE DOESN'T READ YOUR DATA. PERIOD.�

Resources ~ Data Liberation Website (http://goo.gl/2BO7)

Google Confidential & Proprietary

Objection 8: "The Rest of our Business Operations Depend on Microsoft/Lotus Software OR it's Impossible to Switch to Apps Without Disrupting our Business"

"

​

​

Background ~ This objection is very common & maybe hardest objection to overcome

�

Goal ~ Instill confidence in Google Apps' simple and easy-to-use web interface

�

Steps ~ Potential Suggestions to Offer

• 1-2 sessions of user training from one of our resellers / specialized trainers
• Many adopt easily to Google Apps because they already use gmail or free version
• Numerous online resources are available
• Deployment Center, Help Center and YouTube
• Dozens of walk through videos and tutorials�

Additional Information ~ Training

• Usually, users are completely changed over in less than a few days 
• After initial use, most people remark that they like the new interface more
• In some cases, I invite a 3rd party (like eBoost Learning) for additional training�

​

Conclusion ~ TOOLS ARE AVAILABLE FOR MICROSOFT/LOTUS TRANSITION

• Resellers are skilled in these areas�

Resources ~ MSFT Migration Explained (http://goo.gl/6sYQJ) & Lotus Notes Migration (http://goo.gl/3B9s)

Google Confidential & Proprietary

Objection 9: "I Don’t Want to use a Reseller,  

I Want to Purchase Directly Through Google"

​

​

Background ~ Customer fear that they'll get different support and experience�

Goal ~ Convince prospects that they get more support through resellers�

Steps ~ Assure them of the following

• Most of our customers purchase through a reseller
• Resellers provide higher touch support & experience 
• Resellers are able to give you more flexible payment terms�

Additional Information

• Resellers can provide other great services such as training, etc.
• Google is moving to adding new customers almost exclusively through resellers�

​

�

Conclusion ~ RESELLERS PROVIDE MORE SUPPORT & FLEXIBLE TERMS

• Resellers are where Google is going

�

Resources ~ They can learn about reseller here (http://goo.gl/hy5bv)

�

Google Confidential & Proprietary

 Objection 10: "Deployment of Google Apps is Too Difficult.  We Don’t Have the Internal Staff to Help Us with This. We Don’t Have Time for a Deployment Now."

​

​

Background ~ A lot of people don't believe they can conduct deployment

• However, with the help of a reseller, this is almost never a problem  

​

Goal ~ Inform prospect that staff and lots of time is not needed

​

Steps

• We’ve built custom tools for the major platforms (Exchange, Lotus) so that you migrate data easily through a wizard."
• Resellers can help you to complete migration over a weekend for smaller companies

�Additional Information

• "We're extremely easy to deploy, taking weeks instead of months"
• Tools for the major platforms (Exchange, Lotus) enable easy migration

�

Conclusion ~ RESELLERS & ONLINE INFO. ENABLE AN EFFICIENT DEPLOYMENT

�

Resources ~ Google Apps Deployment (http://goo.gl/57PY)

Google Confidential & Proprietary

�

6.  Final Thoughts...

Google Confidential & Proprietary

Google Apps is Uniquely Positioned

Google Confidential & Proprietary

 Pure & Proven Cloud

Simple & Affordable

Designed�for Teams

Productive Anywhere

Designed for Teams,

Built for the Web

Make An

Informed One

You Have a Choice...

Google Confidential & Proprietary

Unique Value for Our Customers

Pure & Proven Cloud

100% browser based

Rapid innovation

Enviable security & reliability

Productive Anywhere

Device agnostic

Viewing AND editing

Interchangeable experience

Designed for Teams

Real-time collaboration

Socially aware

Across organisation borders

Simple & Affordable

Simple licensing

Supported for everyone

Low TCO

Google Confidential & Proprietary

7. Q & A

Google Confidential & Proprietary

Contact

Mike Abare

�

plus.google.com

�

http://www.facebook.com/mlatu07

�

www.linkedin.com/in/mikeabare

�

�

Google Confidential & Proprietary

8. Appendix

Google Confidential & Proprietary

Pure & Proven Cloud

100% Web

• All applications accessed via the browser
• No thick-client software to install and maintain
• 100s of integrated partner apps, just a click away

Rapid Innovation

• 125 new features in 2010 released directly to the user
• Unique new capabilities like automatic translation in Gmail & Talk
• Scheduled 'release' or 'rapid release' to suit your needs

Enviable Reliability, Scale & Security

• 99.984% uptime in 2010, 99.9% uptime SLA
• >3M businesses, >30M users, hundreds of millions of consumers
• SAS70 Type II, FISMA (US), 24/7 threat identification

Google Confidential & Proprietary

Designed for Teams

Real-Time Collaboration

• True real-time editing with no conflicts to resolve
• Intuitive UI with 2-click sharing

�

Everyone Can be Involved

• Colleagues, customers and partners can all collaborate
• No additional costs or software required

Socially Aware

• See others editing alongside you
• Comments that bring people into your documents

Google Confidential & Proprietary

Simple & Affordable

Simple Licensing

• Single price meeting the needs of all users
• No additional costs to consider

Low TCO

• $50/user/year, that's what you pay
• Proven deployment tools and training

�

Open & Consistent

• Phone and email support for all businesses
• Transparent availability dashboard available to everyone
• No lock-in with initiatives like the Data Liberation Front

Google Confidential & Proprietary

View AND Edit

• Not just access to information, but collaboration on the go
• Adaptable to your situation with features like voice input

Productive Anywhere

Device Agnostic

• Gmail, Calendar and Docs on any web-enabled device
• Seamless experience with BlackBerry, iPhone, Symbian and Android

Interchangeable Experience

• Consistent user experience across all devices and form factors
• Start on your phone, move to your tablet, finish on your phone

Google Confidential & Proprietary

But Don't Take Our Word for It...

We benefit from

Google's focus on innovation

new features are released �regularly which help us to �improve the user experience.

70%

of employees using�Google Docs, Sites & Video�find it takes

less time to �incorporate feedback

into documents, spreadsheets & presentations than before.

"We switched our

entire

global organisation�to Gmail, Calendar & Contacts�in one weekend

saving around

2.8M"

The initial reason we looked at�Google Apps was �cost savings, but the

on-going value of access

 to information from anywhere

totally independent�of the device

is where we're seeing �the real gain.

We tried to blow it up and

just didn't find any chinks

in the armor.

Google Confidential & Proprietary

The Google Apps Sales Process Outline

Deployment/

Production

Qualification

Discovery

Solution

Validation

Deployment

planning

Proposal &

Close

Tools & Systems

Knowledge, Skills and Supporting Assets

Activity checklist

Cross Team Involvement

Deliverables

• Primary and secondary research
• Complete qualification questions
• Make Go/No Go decision
• Negotiate sales process
• Set-up discovery workshop

• Research skills
• Qualification skills
• Negotiation skills

• Research checklist
• Qualification questions

• Opportunity plan

• Review Opportunity Plan and make Go/No Go decision

TO BE UPDATED

• Discovery conversation
• Build Plan Letter
• Set-up solution validation discussion

• Questioning skills
• Strategy call skills
• Negotiation skills

• Discovery framework

• Update Opportunity Plan
• Plan Letter

• Opportunity strategy call
• Manager involvement with Discovery

• Present solution (incl. relevant references and cases)
• Conduct tailored demo
• Close off any remaining concerns
• Pilot (only if required)
• Setup deployment workshop
• �

• Demo skills
• Presentation skills
• Ability to position solution, be aware of competition
• Case studies, refs etc

• Solution Validation template

• Update Opportunity plan
• Update Plan Letter
• Deployment plan (in case of pilot)

• Review updated Opportunity plan
• Use conditional framework for pilots

• Deployment information
• Deployment workshop
• Business case and solution refinement
• Develop Statement of Work

• Ability to engage with deployment team
• Ability to position the value of workshop
• �

• Deployment info for sales
• Deployment templates

• Project blue print
• Statement of work
• Change mgmt plan
• + other deliverables

• Detailed blueprint reviewed within 1 week of workshop
• Team sync-up

• Discuss pricing approach
• Create executive summary document
• Present to client executives

• Negotiation skills
• Executive presentation skills

• Executive summary template

• Executive proposal

• Review executive summary with team

• Deploy solution
• Transfer knowledge
• Partner support and evaluation
• Handover to TAM and/or support
• Reference request
• Identify up sell/cross sell opportunities

• Understand tools and methodologies
• Sales and SE able to sell value of TAM, deployment

• Deployment toolkit
• Migration calculator
• Technical documents

• Project plan
• Change management strategy
• Migration strategy
• + other deliverables

• Monthly steering committees
• Post go live customer review

Google Confidential & Proprietary

Thank you!

Google Confidential & Proprietary