Box Basics
Feature that allows external users to upload files without a Box account
File Request
Persona primarily focused on balancing cost, reliability, and productivity across the business
CIO
Internal advocate who supports and promotes your solution during a deal
Champion
Type of questions that encourage detailed responses
Open Ended
Tool used to automate approvals and task routing
Relay
Persona most concerned with data leakage, malware, and protecting sensitive information
CISO
Total annual value of a customer contract
ACV
Primary goal of a discovery call before presenting a solution
Understand the current proccess
Who won the Spurs vs Thunder game?
Spurs
Controls who can view, edit, or download content
Permissions
Persona focused on eliminating redundant tools and consolidating the technology stack
IT Architect
A small controlled rollout used to test a solution before full deployment
Pilot
What should you secure before ending any discovery meeting to ensure forward progress?
Next Steps
What University did Enjay attend?
Iona University
Feature that provides a full audit trail of user activity like previews, downloads, and edits
Audit Logs
Role responsible for uptime, reliability, outages, and system performance
IT Ops Manager
Executive leader who provides high-level support and removes obstacles
Executive Sponsor
Information that must be confirmed to tailor a demo to the customer’s environment
Use Case
What was my job in the Army
Artillery
Feature that enables programmatic integrations and automations via REST endpoints
Box API
Senior executive accountable for overall business outcomes, budget, and organizational performance
President
Person who controls budget approval and signs the contract
Economic Buyer
The three core topics you should cover during discovery before moving to next steps
Current process, pain points, use case
Who sings HOT TO GO!
Chappell Roan