1. Move your customer’s data to the cloud | Sales Script for Microsoft Azure partners
Guidance: This sales script is designed to be used *after* you have been trained on Azure Data Backup, Disaster Recovery, and Security solution offerings, and used as a quick reference for talking points during a call with a customer.
The cloud is transforming how businesses consume IT today by offering consumption-based resources and services that can scale up or down, as needed. Azure makes it easy to scale up or down as your business needs change. With Microsoft Azure, you can save time, money, and effort on data backup, disaster recovery, and security management workloads.
You have less than 3 seconds to capture your listener’s attention.
Introduce yourself and ask if the customer has a few minutes to discuss their data backup, disaster recovery, and security needs.
Ask whether they have considered moving their data to the cloud, and if so, which scenario is of the most interest to them?
Start with the scenario they identify as top-of-mind in the first column, and then follow the questioning from left-to-right to uncover your customer’s needs …
Partner logo here
Data Backup
Disaster Recovery
OPEN
How do you currently back up your business-critical data?
How long are you required to maintain data backups?
How much server space do backups need?
Do you know the cost of maintaining your backup infrastructure on an annual basis?
What is the financial and productivity impact to your business when your servers go down?
When was your last outage?
When was the last time you tested your disaster recovery plan?
PROBE
What if you could save up to 50% over on-premises infrastructure by migrating your data to the cloud?
What if you could protect Hyper-V, VMWare, and physical servers with a cloud solution that automatically manages replication?
PROVE VALUE
“Our IT staff no longer has to handle tapes daily, coordinate with the external storage company, and pay for tape equipment maintenance, all of which equates to a savings of US$33,000 to US$45,000 annually.” (Daniel Platz, IT Manager, Pantaenius Yacht Insurance)
"Azure has revolutionized our disaster recovery offerings in the market. Simply put, we can very easily provide centrally managed DR to our customers for 44 percent lower costs." (Paul Collins, Technical Services Director, Sol-Tec)
Security
What could be the impact to your business of a security breach?
How do you remediate vulnerabilities?
How do you minimize threat exposure?
How do you respond to cyberattacks?
What if you could collect, search, and analyze security data from firewalls and other partner solutions?
What if you could find and remediate vulnerabilities quickly?
What if you could block malware and unwanted code by applying application controls adapted to your workloads and powered by machine learning?
What if you could use advanced analytics to mitigate evolving cyberattacks?
“We have a lot of turnover in our store workforce so we have to be able to train people quickly and keep information secure. We give them a username and password, and they’re able to reset their own passwords through Azure Active Directory.” (Scott Bentzel, Director of IT, VetCo)
Qualifying Criteria
BUDGET
Do you currently have budget to implement a [data backup, disaster recovery, or security] solution?
AUTHORITY
Are you the decision maker for your company’s [data backup, disaster recovery, or security] solution?
If no, can you put me in contact with the person in your organization that has decision-making authority?
NEED
Which of the Azure solutions does your organization need? Data backup | Disaster recovery | Security
TIMELINE
Do you plan to implement a solution in the next months?
Next Steps:
If the customer meets three of the four qualification criteria: Thank them for their time and offer to schedule a follow-up meeting, demo, or workshop to help them understand which Azure solution is right for them.
If the customer is interested, but not qualified: Thank them for their time and check back in 30 days. Send information to help them consider your solution.
If the customer is not interested: Thank them for their time and update your CRM system appropriately.