Compete
86%
What is the % of resolution of cases in-house for US Cloud.
NOTE: this is 86% in-house resolution, not overall resolution. Question to ask - what is resolution rate?
Also, this is associated with 4.2 CSAT. What is real CSAT?
Compromise Assessment
What is the new name for the COS (Cybersecurity Operations Service)
Did you know - the team who engages on these are the same team who help our biggest, most strategic customers hunt and recover from attacks?
PQA
What is Project Quality Advisory.
Pre / Implementation Phase - Blueprints, ALM, Work with Partners
*Starts at $160K, goes up to $490K
SPT
Who is the lead on large MACCs?
SPTs are brought in to lead over/above the field team to lead on large MACCs.
Enrollment Level
What is the only way to purchase Project Sunstone?
Project Sunstone is only available PER enrollment. *Multi-tenant support (all billing on parent EA).
*Same pricing tier as Unified Enterprise *Rates are locked on initial CPS!!!!
*No ESWO, No C1
100% USA
Where are Support Services located for US Cloud?
Mergers + Acquisitions
What are an increasing issue for both IT security and business decision-makers.
Pro Tip - do you have any M+A Activity in your accounts? Position DART!
Microsoft DART on Twitter: "Cybersecurity risk in mergers and acquisitions is an increasing issue for both IT security and business decision-makers. Read more about what we do at #MicrosoftDART: https://t.co/6r9jQnKP3L" / Twitter
Solution Optimize
What is the DE Package for D365.
*Post-Deployment
*Mostly focused on MIP, outcome based
*Both CE and F+O
*$80K entry point, up to $330K
12 Month Look Back
What is the pricing used for the 1st year of a MACC?
TIP: Use the USP price for "Y1" in the MACC Calculator. Years 2 + 3 are technically Yrs 1/2 on the consumption plan.
Account Executive
Who is the lead on the base sale?
Did you know - the AE is expected and incentivized to sell Unified through Project Sunstone? So, the AE is lead on selling Unified base. *NOTE: they have no ability to discount the sku.
The SSSP is lead on selling enhanced/proactive services.
The CE adds to CPS
% Product Spend for Reactive
How SHI + S1 price reactive support.
NOTE: Proactive Support is a fixed $ hourly rate.
*US Cloud is fixed both reactive/proactive hrly rates.
Retainer
What is a new DART offering that is offered on ISD paper.
One "work around" on Unified paper is to sell a CA, schedule for end of contract and be able to convert immediately to IR should one happen. (may have cost impact to convert, can't call it a "retainer")
GitHub Engineering Direct
What gives Customers priority access to
1. Designated GitHub support team
2. Quarterly health checks
3. Administrative Assistance
----
to help customers maintain and optimize the health of GitHub services in the most complex and business critical environments.
It also supports migration and implementation of GitHub services with the help of expert training and guidance.
Multi-Year
What is not ALWAYS the best option for a MACC.
Quota
What is retired through Project Sunstone?
PS does retire our quota.
Did you know that the AEs and CEs are being asked to lead with Project Sunstone for those accounts on the target list?
Financially Backed SLAs
What is the type of Response Goals US Cloud offers?
CR
What is Compromise Recovery, a cybersecurity service that goes beyond Incident Response.
Did you know that DART can do CR services on IR/Unified paper?
Value on Unified - can dispatch as many CR consultants on Unified paper for no added cost during the DART engagement. (CR - $500 per hour)
June 30th
What is the date that "Free" ARR for Gaming/Digital Natives investments come to an end.
Power Portal
What is the name of the MACC Power App you can use to get MACC pricing?
Link: https://multiyeardealsellerui.powerappsportals.com/CSBO_Sales_All_Multi-Year_Deals/
EA Limited Release
What is the other name for Project Sunstone?
Why PS?
1. Single contracting vehicle
2. Only need support on one or more Enrollments but not all ($50K per enrollment min)
Why Not?
1. Multi-Country
2. Want advanced services (e.g. ARR, Mission Critical)
*Can attach after the renewal but only for targeted customers. (Pro-rated)
Cloud Only
Only MS and US Cloud support on-prem MS Products.
dartAlert@microsoft.com
What is the alias to engage DART for PRE-SALES?
Did you know that DART has 9 global pre-sales engineers ready to engage in planned OR ad hoc customer meetings? Use them wisely, but what CISO is going to refuse a conversation with the DART team?!
Q4 ACTION item:
$90K
What is the new ARR minimum base cost?
Tip: the $75K is for RENEWALS. This is a great way to sell a renewal!
Consumption
What are AE and Azure SSSPs paid on?
Note: The ATU/STU get paid on CONSUMPTION, not the sale. So, align with a consumption story, remember motivation drives behavior!
DE Tier 1
What is the term for the replacement for Flex Allowance.
Did you know - a DE package is automatically included at a $60K value?