Trust Ecosystem and
Deal Modeling
Deal Modeling
What are Strategic Communication, Trust & Ownership, Collaborative Partnership, Business-Forward Problem-Solving, and Productive Pushback?
The 5 steps to building a trust ecosystem
Where can you find the latest Rate Card?
DMT Pulse Page and Quoting Whiteboard
What is the correct alias for the Pricing and Packaging Team?
Pricing@omnissa.com
Opportunity management has closed the opportunity and the project is kicked off. What stage are you in?
Closed/Won Commitment
The acronym for the 5-step deal modeling framework
PREPS
Your customer sent you their PO. Whom should you email for booking?
Your GEO based alias
amerom@omnissa.com
emeaom@omnissa.com
apacom@omnissa.com
Can I mix Horizon named user and concurrent user?
No
Your AE has an opportunity in Sales Stage 3 - Evaluation. After many attempts they are unable to access the economic buyer or other decision makers. Should the opportunity stay in stage 3?
No, if your AE is unable to contact the economic buyer after many attempts the opportunity should be moved back to Stage 2 - Discovery
What is the first step of PREPS?
Pull the history
What does RMA stand for?
Return Materials Authorization
Can I mix Workspace ONE device and user?
Yes, you can mix device and user on the same SID.
You can also mix WS1 Standard/Advanced/Enterprise on the same SID as the Essentials editions.
What stage should promote your opportunity to if you have the following:
•Approved Quote
•EO signed and SOW signed and received (if applicable)
Stage 5
Crucible
Your AE has presented all options to the customer and they would like to go with option 3. You create a quote in CPQ based on this deal model. What stage in the PREPS cycle are you in?
Structure the quote
Customer is adding new licenses of the same product family to the SID, what discount should be considered?
Rate Card
How many SKU terms can one SID have?
A SID can only have one SKU term. For example, 36 month prepaid SKU cannot be mixed with a 24 month annual SKU on the same SID.
Your opportunity is in Stage 0- Pre-Pipeline. The AE has been unable to create any engagement with the customer. Do you move the opportunity out to a later quarter or move the opportunity to closed/lost and create a new opportunity when the customer is ready?
Close the opportunity and create a new one when the customer is ready.
Renewals/Review Contracts
-Renewals
-DMT
A customer has requested an NDA. What do you do?
Use the NDA intake form on Pulse
Can I sell more vSphere for Desktop licenses to my Horizon customer or additional vSAN capacity?
No, Omnissa cannot sell VVF as a standalone product or "add-on." Customers can buy it as part of a HZN + VVF bundle or must contact Broadcom for their additional needs.
What are two verifiable outcomes of Stage 1- Qualification?
•AE and Customer are actively identifying solutions to solve an identified pain point
•There is a funding source (source of urgency)
•The customer has agreed to give us access to SMEs for discovery