Discovery
This first(ish) part of the Discovery call is the most important as it sets the direction and expectations for the customer
What is the Frame Out
This Iraqi native PS Engineer was the first engineer to join of the "Accenture three." He is strongest suited for Architecture and backend question around Core and ES.
Who is Shwan Al-Atroshi
Splunk Cloud's Architecture can sit on these top TWO cloud providers in the market.
What is AWS and GCP
What is the main role of a SERVER in an IT environment?
To host applications, databases, files, information, etc... to be used by the organizations users
Splunk sales reps #1 mission is to sell what type of Splunk License?
Splunk Cloud
This two word question is the most important question during every Discovery Call
What is "What Else?"
This Aditum engineer was recognized by Splunk for his AWS abilities, so much so, that he was asked to join their AWS expert panel. He is the only non-Splunk employee to sit within this group.
Who is Cedric Milan
Customer's Splunk Cloud license includes Support and 90 days of this...... (BE SPECIFIC)
What is hot storage
What are the two biggest/used Operating Systems for all IT organizations?
What is Windows and Linux
Give me 2 probing questions to ask Splunk Sales Reps when driving for new opportunities
What customers are opening support tickets, what customers are underutilizing their license, what customers are looking to expand outside of their initial use case, what customers lost their admin and are struggling on the technical side
How much time should be left to explain who Aditum is on a 60 minute discovery call and when should it happen?
What is 10-15 minutes at the end
This Aditum engineer worked at UNC as a Splunk engineer where, although he was a technical Splunk engineer, built an app for Peoplesoft (ERP system) to use for analytics and technical uptime of this system. He has also expressed interest in getting on Sales Calls.
Who is Robert Tennyson
Splunk Cloud Ops manages these two components of Splunk Architecture when a customer buys a Splunk Cloud Stack
What is the Search Head and the Index(es)
What does it REALLY mean to use the CLOUD (general cloud providers, not Splunk Cloud)?
No internal footprint of physical servers and utilizing someone else's infrastructure (i.e. AWS datacenter)
How often, bare minimum should you connect with your Splunk Sales Rep?
Bare minimum once a week
Why are Digital Crown Jewels important to uncover as a Sales Rep?
Digital Crown Jewels are the most important assets of a company to secure, maintain uptime, ensure best performance, and derive analytics from to drive business and technical decisions. Because of this importance, if Splunk is tied to these DCJ's your chances of closing a deal increases DRAMATICALLY. Aspirin VS Vitamin
This engineer worked with one of the largest Splunk instances in Aditum's history (on Splunk Paper) where he upgraded Salesforce, a 100TB license.
Splunk Cloud guarantees what percentage of uptime for their customers?
99.99%
What is a firewall?
A firewall is a system that provides network security by filtering incoming and outgoing network traffic based on a set of user-defined rules. In general, the purpose of a firewall is to reduce or eliminate the occurrence of unwanted network communications while allowing all legitimate communication to flow freely
This meeting for individual sales teams happens once a quarter. What is the name of that meeting and why is it important to Aditum?
QBR's - a chance to get in front of all of the reps and directors and SE's on that team to showcase Aditum
What are the "bones" of a Discovery call. Meaning if you outlined your discovery call, what are the 6-7 main bullet points to hit on? (hint: first one is "Greetings")
Greetings, Frame Out, Intro's, Business Discovery, Pain Discovery, Aditum Explanation, Next Steps
This engineer has a want to be a Sales Engineer and comes with one of the most well suited backgrounds for it as he was at an MSSP where he worked as a backend architect, use case developer, AND a front end dashboard/alert builder in three different roles at the MSSP
Who is Anthony Fecondo
When selling Splunk Cloud, one of the most common objections is pricing of Cloud vs. Term. As a customer, walk me through why Splunk Cloud is more expensive (please include the difference between HARD costs and SOFT costs)
What is infrastructure costs of SH and Index is included in the license (Hard). Cost of Administrative time (Hard). Cost of time to value (soft)..... many more accepted
Talk me through the Application Stack as it relates to ITSI? Why is it important to know the bones of the Application stack for ITSI?
Application Logs, Application Server, Database, Firewall, Loadbalancer, etc... Important to understand the upstream and downstream effects of the stack and their DEPENDENCIES on the moving pieces mentioned above
A Splunk rep calls you and wants to bring you in for Helping Hands, but you can not be attached to the license, what is your talk track?
Helping Hands is a program that is funded by SW margin and is reserved for our Software customers. If you want us just as a PS partner, then we can get on a call with them and scope it out, but we are JUST a services partner in that sense.