Microsoft
Average overspend due to misaligned MSFT licensing contracts (%)
30%
Re: the merger, customers don't benefit from our org structure, they benefit from us becoming ________.
A deliberate combination of strengths, creating a more complete partner.
Why does Golden Thread matter?
It keeps conversations focused on what the customer cares about, not what we want to sell.
What is the core idea behind Momentum?
Optimize to free up budget → reinvest into higher-value initiatives → repeat.
What is both slow and fast?
We said this phrase a lot...
Smooth
Slow is smooth and smooth is fast
Explain the difference between direct and indirect MSFT agreements
Direct = SWO to Customer
Indirect = SWO to Partner to Customer (channel)
If all of our product and services are not unique, what is SoftwareOne's key differentiator?
We care about our CUSTOMERS & Partners the MOST.
What should you always connect your solution to?
Value and/or Impact: measurable business outcome.
What’s the goal of a first Momentum conversation (the pitch)?
To align on a problem worth solving and earn the right to assess the environment via the sneak peek.
What's the platinum rule?
Treat others how they want to be treated!
(Always be closing also acceptable)
EA, EAS, and SCE are all examples of this type of Microsoft agreement.
Direct
What methodology & mindset demonstrates to the customer we care the most?
Golden Thread!
What’s the difference between a priority and an outcome?
Priority = Aspirational direction
Outcome = proof you’re getting there
A priority is what the customer is trying to focus on or achieve at a high level (e.g., “reduce costs” or “accelerate modernization”).
An outcome is the specific, measurable result that shows progress toward that priority (e.g., “reduce software spend by 15% in 12 months”).
What do you do with objection?
Diagnose and reduce the customer’s uncertainty until a confident ‘next step’ becomes possible.
What was Regina's one tip to us as individuals
ADAPT OR DIE
CSP differs from EA in that the minimum number of qualifying products needed to get started is ________?
Jokes on you, there isn't one.
How many partners does the average customer work with on their IT environment
7 --> 7x relationships to leverage when building pipe!
If "deals closed" was the measure of success for the "old school", what is the measure of success of the Golden Thread?
Measurable progress against customer's goals/priorities (IMPACT also acceptable).
The problem the customer is facing
The outcome they want to achieve
How we uniquely guide them get there
Which serial killers owns a bar on Broad Way?
Garth Brooks
Under EA, Year 2 and Year 3 annual payments along with perpetual licenses pay SoftwareONE this amount in fees?
$000,000,000
In the IT transformation journey, what archetype does SWO play, what archetype does the customer become?
SWO = Guide
Customer = Hero
Ultimately, Golden Thread is helping you to be seen as a _________ rather than a _________.
What is the ONE pre-qualification for Momentum?
A minimum spend of $350k across M365, Azure, AWS, or GCP.
When you CRUSH your IMPACT goals on behalf of George, how is George going to spend his bonus?
BOAT CLUB BABY!!!