Partner Jeopardy

RSIs

100

Whats a deal reg?

extra 5% to thank or incentivize the customer if they brought you the deal

200

What is the standard discount to a partner? 

20% standard 25% with Reg

300

What are 3 reasons we would want to partner on a deal/ in our territory 

1. Scale our reach

2. Retain Customers 

3. Provide a technical POV

400

Describe a Sell - Through Motion

The partner is reselling the licenses 

500

What are contributing factors to keep in mind when picking a partner?

Budget, Industry, Geography, 5 year goals, tech stacks, competitive technology use, ETC 

MSP

100

What is an MSP?

Partner owns the licenses and "rents" them out to their customer base 

200

Who are are three strategic MSP Partners? (AKA You get paid) (Name at least 2 two to win)

Accelirate, Wonderbotz, Protiviti

300

True or False, once a customer goes MSP they can never buy enterprise licenses from UiPath

False

400

What are potential disadvantages to going MSP

we don't get paid on all MSP deals, sometimes it makes more sense for the customer to own the licensees, they are NOT a uipath customer, so they dont get access to our support 

500

Describe an opportunity that would be fit for an MSP?

Do not have full project start pack budget, small licensing stack, flexibility of spending, if the customer does not have a team to have control over licensing and/or invest in managed services, competitive takeout (walk then run approach to introducing UiPath), Competitive Takeouts

Deal Structure/ Quali

100

What part of a campaign is it appropriate to bring in a partner?

After first call and opportunity is identified 

200

Who uses Ingram?

Authorized and Gold Partners 

300

Give me 3 qualifying questions you would ask a customer to understand their partner needs?

Examples: 

• Are you equipped to handle this entirely in house?
• Do you want to own and make automation program?
• What are your goals for implementation?
• Who typically leads your software implementation in the past?
• What partner do you guys lean on for technical needs? (Straight up ask method) (Cassidy's personal favorite)

400

Quickly position to a customer as to why we would want to add a partner to the opportunity.  

Cassidy Judges 

500

What are some trigger terms a customer can say that would lead you to believe they are best fit for a partner on their opportunity?

How would be implement this? How fast does this take to develop? I have a small team Im not sure they can take this on. Lets start with one use case and grow from there. I work with XXX consultant on my technical needs and strategies 

Scenario

100

This customer has a 2k monthly budget and wants to start an automation program. They do not have an IT team, and don't have the bandwidth to implement or monitor the automation roll-out. Whats the Route to market?

MSP

200

How would you respond if a customer says "we have a team who can do this, you don't need a partner"

Have they developed UiPath Before? Would it be helpful to have someone who can act as a saftey net for your first implementation? Who do you typically lean on for your delivery strategy? 

300

How would you respond to a customer when they say they only purchase through vendors?

Cassidy judges answers 

400

How would you handle a situation where the customer asks you to give them a list of partners 

cassidy judges answer

500

How would you respond to a customer who says they don't want to work with a partner? 

Cassidy judges answer

Misc.

100

Name a few best practices when it comes to partnering

Cadences are key, 2 is better than 3000, be curious, loyalty is key, early and often, first 90 is more important than the last 90, everyone has the same goal, Joint calls!!

200

Name 1 GSI

Deloitte, EY, Accenture, Cap Gem

300

Describe Sell - With Partnering motion

Licenses are sold alongside a partner. 

400

What is a Hyperscaler? 

leveraging the Marketplace (AWS & Azure) to procure licenses 

500

Who are the Elegant Eight? 

Welcomely, Protiviti, Wonderbotz, TQA, Lydonia, Accilerate, TSP, Capitalize