OSS
Migration
Therapy
Migration
Therapy
The thing we lack in the majority of these deal cycles.
What is a 'Why Now'?
The Framework we learned yesterday to assess POV health.
What is the TOMMIEE Framework?
This kills all deals.
What is Time?
A weekly activity, usually done on Friday, aligning everyone in a deal.
What is/are a W-email(s)?
The correct number of hours to prioritize PG in a week.
What is at least 30?
The thing clients fixate on in these deal cycles.
What is the hard cost/TCO/price?
The Stage with which we conduct the POV.
What is Stage 4?
The position I need to navigate to and must stay with.
Who is the Economic Buyer?
The place to centralize all live comms related to a customer.
Where is a c-channel?
The Ecosystem partner with whom we should build a plan and cadence.
Who is our SDR?
A concern for those who have decided to move from OSS to GC.
What is the Migration Plan?
Things we want to avoid, leveraging the 'parking lot' to do so.
What is Scope Creep?
The first thing we look for in discovery.
What is (Identified) Pain?
The market report we recently just leapfrogged.
What is the Gartner Magic Quadrant?
The reason we care about taking an opp from S2 -> S3.
What is Qualified Pipeline (aka LIFEBLOOD)?
The kinds of "costs" necessary to amplify with OSS migrates.
What are "soft" costs?
The person who owns coordinating all aspects of the POV.
Who is the AE?
A necessity in every deal cycle to win.
What is a Champion?
Adaptive metrics is an example of our strategy to be "___-term _____."
What is Long-term Greedy?
The thing you need to complete a successful NBM.
What is an Agreed Upon Engagement Model?
A tangible benefit of Grafana Cloud vs. OSS.
What is Adaptive OR Asserts OR Managed Service OR Cost Control?
The thing we're no longer doing in POVs because they are not effective.
What are Office Hours?
_____ solves all problems/sins.
What is Pipeline?
_______ - where every alert comes with a side of billed overage.
What is Datadog?
The hardest thing about Prospecting/Pipeline Generation.
What is Consistency?