SFDC Account View
Accurate license key answers can be found in these 2 sections of the Account View in SFDC
What is 'Closed/Won Opps' and 'Licenses'
Licenses section will have the most recent support term keys and perpetual editions and users and when they were installed and number of activations
True or False: Secret Server now has full feature parity in the cloud
TRUE!!!!
TCV stands for what?
What is Total Contract Value
True or False: If a customer upgrades from on-prem Premium to on-prem Platinum, then they are buying a new instance
False:
They will simply install the new Platinum keys in the current instance to upgrade functionality and will need to be co-termed to the existing renewal date
The best place to find your most recent 'Billing Contact'
What is most recent Closed/Won opportunity. Under 'Billing Contact'
True or False: ALL of our competitors have similar Cloud solutions
FALSE: This is what is going to separate us in the market
ACV is typically a duration of this amount of time
What is 12 Months
Very typical for software companies
This is the most important field for co-terming new licensing to an existing renewal date
What is CUSTOM LICENSE END DATE
The best place to find your most active license users
What is 'Cases'
Contact names will be in the 'Cases' section with details on what they were looking into with support.
Cloud pricing is based on this
Users
ARR stands for this
What is Annual Recurring Revenue
This is the most important part of creating a co-termed executable quote
What is the quote 'Description'
This is found opposite the 'Total Price' in the PDF quote.
This sets proper expectations with the customer of on the term dates of the add-on so they understand pro-rated/ co-termed amount
True or False: The built in products 'Chart' in the Account view is the most accurate way to understand what a customer really owns.
False. This 'Chart' in the Account view is not always accurate because it pulls from contracts section of the Account view which is only good for customers that have been with us since 2015 when we first got SFDC. Customers have been with us since 2007 and/or imported Aerellia legacy customers do not have accurate data.
These 2 on-prem legacy modules are now free in SS Cloud
What is SAML and HA
Also custom reporting
True or False:
On-prem standard support is based on a per user price
False:
Support is based on 22% of the total perpetual spend regardless of the user count.
$1,000 TPS x 22% = 220 ACV
If they own 10 User $22 per user, 100 Users $2.20 per user. Still $220 in the end.
This SKU is used to co-term to a customer's renewal that isn't due for 25 months
What is 3 Year SKU.
True or False: Sales people are not allowed to send 'Holdover' keys End of Quarter
False: You can create the 'holdover keys' in the 'Standard Access' contact view under trials and match the user count and edition.
This line item is required when migrating customers to the cloud is based on existing user count
What is Professional Services. Scoping calls are needed because secret count is also an important factor
SS-SSC-PS-10_24 $5,200.00
SS-SSC-PS-25_99 $7,500.00
SS-SSC-PS-100_249 $12,000.00
SS-SSC-PS-250-499 $22,500.00
This type of contract is not considered a renewal therefore there is no channel margin
What is TCV
They are installments to an agreed upon legally binding contract for typically a 3 year term.
A customer has a renewal due in 2 months, however, they want to buy new users now. They have already indicated that they will renew for 1 year at the time of the renewal, have agreed to pay early, and you have communicated this with your renewals manager and agreed to sell a full year of support. This is the SKU you would use for the immediate transaction.
What is 2 year SKU.
Consolidated renewal will be due 14 months from this new user transaction. Otherwise, they are short 2 months for license continuity.