Cloud/ AI
Customer casually mentions they "use some cloud services"
What is your current environment- cloud, on-prem, hybrid?
Customer confirms Microsoft 365 is used.
Which Microsoft products or services are most used across your teams today?
OR
What is your current Microsoft licensing
Customer says they're planning for a laptop refresh.
What laptop? Why are you doing this refresh? Open for other brands? When do you need it by?
Prospect says security is priority but keeps general high-level.
Would signing NDA help in talking about security environment?
Customer expresses interest in a new SW
What are you interested about?
There is some interest in cloud but there’s no clear driver.
What’s prompting the cloud conversation right now?
Customer says they are Microsoft shop.
What are the main products used?
How are you integrating with other tools?
Customer says devices have been purchased ad‑hoc over time and IT wants “more consistency” going forward.
How are devices selected and standardized today across different teams or roles?
Customer says they already have security tools in place and things are “fine.”
What security tools are you most concerned about?
When was the last time you did a security review?
A department requested IT to purchase new SW.
What problem are they trying to solve?
Who/ how many would be using it?
Leadership is questioning why cloud costs keep rising.
How are you currently managing and optimizing your cloud spend?
Customer isn't sure the last time licenses were reviewed.
How do you keep up with the latest updates/ features of Microsoft?
OR
How often is your licensing evaluated against actual usage and needs?
Customer says deployments take too long and cause disruption for IT
What does your current process look like for imaging and deploying devices?
Customer mentions it has been a while since they reviewed security.
When was
Customer is concerned about shadow IT
How is your visibility into what end users are actually using, including unauthorized tools?
Lead to SAM+
Customer says they're minimal in cloud- rely heavily on on-prem. They're open to moving workloads to cloud but is uneasy about risk.
How are security, compliance, and governance handled across your cloud workloads today?
OR
When was the last time you ran an assessment to evaluate potentially moving your on-prem workloads to the cloud?
Customer is MS shop that is evaluating third party tools that may overlap with MS.
Have you evaluated how MS can integrate or replace with any of the tools?
Customer is planning a large refresh due to lead times (think qty:150) with a team of 2 in IT
What does your deployment process look like today, and how much hands‑on effort does IT need per device?
What is the plan to store and distribute when they arrive early or at different times?
How are devices tagged and assigned once deployed to end users?
What happens to existing devices?
Customer mentions a breach happened recently
How does your company handle security incidents?
Is the process documented in place?
Customer wants better control over software sprawl and access management.
How are you managing and tracking software assets across the organization today?
Customer likes the idea of AI or Copilot but leadership is hesitant.
What concerns would need to be addressed before moving forward with AI or Copilot?
Customer believes their MS is fully optimized.
How would you rate your confidence on scale 1-10 that you're fully leveraging what you own?
What would need to be changed to get you to the 10?
Customer says standardizing is too expensive or complex.
What has made standardizing difficult or expensive?
Customer feels confident and secure today
If a security incident happens tomorrow, how prepared would you feel?
How quickly would you be able to find, contain and remediate it?
What is the cost if you are down ___ time?
Customer isn't scared about shadow IT and hasn't caused any issues yet.
What level of risk would be acceptable IF an unauthorized application led to a data or security issue?