Microsoft Cloud Assessment Tool User Guide

Outline

Description and Purpose of the Cloud Assessment

Tool

How to Use the Tool to Drive Sales

Technical Features

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Move your sales opportunities forward with the

Cloud Assessment Tool

• This is a sales assessment tool, not a technical assessment tool.

• The tool’s goal is to help you accelerate the sales opportunities from 0 to 40%.

• The tool does that by providing a structured conversation flow with the customer.

• The tool pivots the conversation – focusing on business priorities and workloads first,

then driving to a platform.

• You should drive to an outcome of getting the customer to do a deeper assessment.

Summary

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Sales Process (and where this tool fits)

Cloud Assessment Tool

Prospect Qualify

Develop SolutionProve Value

Close

20% 40% 60% 80% 100%

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It is foremost a sales tool that helps you have a better

conversation with the customer about the cloud.

Provides a structured set of

questions to aid your customer

conversation about their

business and IT objectives

relating to the cloud.

Helps you have a productive

customer conversation.

Does not algorithmically identify

the “right” cloud strategy for the

customer.

Description

You understand the customer’s

cloud strategy.

You build credibility with the

customer.

Your customer agrees to a more

detailed analysis.

Your customer is interested in

Microsoft offerings.

Outcomes

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Outline

Description and Purpose of the Cloud Assessment Tool

How to Use the Tool to Drive Sales

Technical Features

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Tool components

Section Purpose / Usage How it works

Access assessments Click on the relevant button to access

the desired assessment.

CIO Conversation For a 20-minute CIO

discussion to discover

CIO strategy and

priorities.

Drives the customer to do

a workload assessment.

14 high-level questions about the

company’s strategy; supports

discussions of how the partner can help

the customer achieve that strategy

Generates output with

recommendations and next steps

Application Workloads

(x5)

For a 60-minute

discussion with an IT

director about a particular

workload:

Messaging

Collaboration

Unified Communications

CRM

LoB

35-40 questions for each workload in a

structured process for exploring the

customer’s workload cloud strategy

Generates output with

recommendations and next steps

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How to use the CIO Conversation assessment

You have 20 minutes

with the CIO.

You do not know the

customer’s cloud

strategy.

You want to show that

you can help the

customer realize their

business and IT

objectives.

Starting State

• Pre-fill customer name and

known questions ahead of the

meeting.

• Complete each question,

discussing answers and

implications, and entering

notes as applicable.

• Interpret answers and

implications to identify areas

of opportunity.

• Set up a follow-up meeting to

review output and highlight

areas of opportunity.

• Discuss next steps, and print

leave-behind material.

CIO Discussion Assessment Process

Partner understands the

customer’s cloud

strategy.

The customer believes

the partner can help

them achieve their cloud

strategy.

The customer is

educated about

Microsoft solution

offerings.

The customer agrees to

concrete next steps to

realize that strategy.

Finishing State

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How to use the Application Workload-Specific assessments

You have 60 minutes

with the IT director for a

specific priority

workload.

The customer may or

may not have a clear

platform strategy for the

workload.

Starting State

• Pre-fill customer name and

known questions ahead of

the meeting.

• Complete and discuss each

question, including answers,

implications, and platform

weighting; and add notes to

questions as applicable.

• Set up a follow-up meeting to

review output, discussing

recommended platform

strategy.

• Discuss next steps, and print

leave-behind material.

• Repeat steps for next

applicable workload.

Application WorkloadAssessment Process

Partner understands the

customer’s workload

strategy.

The customer and

partner have identified

the appropriate platform

for that workload.

The customer is

educated about

Microsoft solution

offerings.

The customer agrees to

concrete next steps to

realize that strategy.

Finishing State

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Outline

Description and Purpose of the Cloud Assessment Tool

How to Use the Tool to Drive Sales

Technical Features

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The landing page provides access to the assessments.

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Click My Assessments to

review or edit assessments

Click here to go to the CIO

Conversation assessment

Click any of these buttons to

go to the assessment for

that workload

Click Help to see

more information on

using the tool

The CIO Conversation assessment has two components.

Questions Outputs

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Note: Some questions are mandatory.

Categories of

questions are shown

on the left navigation

bar.

Review and discuss each

question with the customer and

then select the appropriate

answer by clicking a response.

Output #1: What

Microsoft pillar

technologies could

help the customer

reach their business

objectives

Output #2:

What platform

appears to be a

best fit for their

company.

Output #3:

What platform

appears to be a

best fit for their

priority

workloads

Next Steps: Click on

the appropriate button

to print or save a

summary report, review

additional collateral, or

link to additional

assessments.

You can add a note

to a question.

Each Application Workload assessment has two components.

Questions Outputs

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Note: At least one question must be answered per page

to generate results.

Next Steps: Click on the appropriate button to print

or save a summary report, review additional

collateral, or link to additional assessments.

Scoring results of all four

platform options, based on

the answers given by the

customer

A summary platform

recommendation

Based on the

answer selected,

platform ratings are

displayed.

Responses

provide

contextual

guidance

when clicked.

Categories of

questions are shown

on the left navigation

bar.

Review and discuss each question

with the customer and then select

the appropriate answer by clicking

on the available responses.

You can review or edit your assessments.

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Listing of Your Assessments

This screen is accessed

from this link.

Choose actions from

this column.

Filter the view from these fields or by

clicking the column headings