Channel
Contracts
Pricing Scenarios
New Database Roll Out
Complimentary Vendors
100
What does OEM stand for?
Original Equipment Manufacturer
100
What is the discount off of GSA for ESI?
3%
100
What pricing level would you send to a DOD customer that has no RHN or program information?
Standard ESI
100
What are the three quote status options we use?
Pipe, UpS, Def
100
What vendor offers the product Drupal?
Acquia
200
Name 3 SIs
Boeing Booz Allen Hamilton Lockheed Martin Leidos Raytheon General Dynamics
200
What is our ESI contract number?
HC1028-14-A-0002
200
If you receive an RFQ from a reseller for a DOD customer but they do not want to utilize the ESI contract, what pricing would you send them?
Standard OM, GSA ceiling
200
What status should there NEVER be for a renewal on your master renewal report.
DUP
200
What vendor offers data integration and analytics
Pentaho
300
Corporate Resellers thrive due to their high amount of transactions. They are known for being _______ focused rather than ________ focused.
Territory Product
300
What is the name of the contract our Intel team utilizes?
ICITE
300
If you have the Opp ID on an ESI deal, how would you price it? Why?
Quote just under the contract ceiling. With an Opp ID, you know everyone else has to quote at the ceiling. If you are below it, you win.
300
What goes in the FCST amount field?
Our cost
300
What vendor offers a monitoring solution?
Groundwork
400
Name 3 PSS Partners
Emergent DLT ShadowSoft
400
What is the contract utilized for all Canadian federal opportunities?
SLSA
400
What pricing prefix is used when quoting a Canadian incumbent Education renewal?
PD1~ :)
400
What goes in the Reseller Rep 2 field?
Partner Status (PSS, Advanced...)
400
What vendor offers Agile consulting and training services?
CollabNet
500
What is the revenue requirement to become a PSS partner.
First year revenue - $500k Second year revenue - $1 million
500
How is the margin determined for ESI opportunities? If we are partnering with DLT, whose "paper" does it go on?
1. Negotiation between who added value 2. Whoever is responsible for finding the opportunity
500
How would you handle a partner who is requesting 20 points margin when there is only 7 available?
Request a special bid from Red Hat
500
What are the 2 options for the Deal Reg # field?
Standard or Preferred
500
What vendor offers the product JIRA?
Atlassian
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