This course is designed for Sales and Technical Pre-Sales staff responsible for selling Azure solutions. Students will learn how to successfully identify and position Azure projects, how to price competitively, and how to handle common objections.
The course starts by discussing digital transformation and the value proposition of Azure in delivering both IT transformation and business transformation projects. It then provides an overview of Azure Infrastructure services, including how to position core services from a competitive point of view. Next, students learn about the methodologies and tools available to migrate existing workloads to Azure. Pricing for Azure infrastructure solutions is discussed in depth, including the full range of available discounts.
The course includes two interactive workshops, in which students work together in groups to address a customer scenario. The first focuses on opportunity identification and the second on writing proposals to address objections and provide competitive pricing.
This class is available in both 1-day and 2-day formats depending on the depth required.
What You Will Learn
Module 1: Introduction to Cloud Adoption
This session starts with a discussion of digital transformation and the potential it creates for new business value and opportunities. Students learn about the role of the cloud as a foundation for digital transformation, and the scope of mindset and cultural change required to truly embrace the cloud and maximize its potential. This leads to a discussion of the cloud from a sales perspective including how to position the value proposition with the correct audience and the challenges that may be faced.
Module 2: Understanding Infrastructure as a Service
This module opens with an overview of core cloud concepts such as Infrastructure-as-a-Service (IaaS) and Platform-as-a-Service (PaaS). The core Azure IaaS building blocks provided by Azure are reviewed, with a focus on the scenarios they address and competitive positioning, rather than technical detail. The Azure App Service and Azure SQL Database PaaS services are similarly presented.
Workshop: Opportunity Identification
In this workshop, students will be split up into teams and given a customer information package that has a wealth of technical, business, and organizational information about a potential new account. The teams are then challenged with identifying the Azure opportunities within this account, and prioritizing based on technical feasibility and potential business impact.
Module 3: Understanding Cloud Migration
In this module, students will learn about the overall cloud migration process: Assess, Migrate, Optimize. Students will learn about the common models for migration such as Rehost, Rebuild, Refactor, Replace and Retire and the decision process application owners must go through to decide the best approach for each application. This session will include an overview of available migration tools.
Module 4: Azure Pricing and Optimization
This module starts by providing an overview of Azure billing, cost management and subscription pricing plans. The pricing for core Azure infrastructure services is discussed in depth, followed by the various discount plans available such as Azure Reservations and Hybrid Benefit. The module finishes with an in-depth look at the Azure Pricing Calculator.
Workshop: Azure Migration Proposal Writing
In this workshop, students will create a proposal for a customer executing their first Azure migration project. Students must understand the workload constraints and design a solution that offers an optimized and competitive price while still meeting the requirements. Students must also prepare responses to a wide range of objections and cloud misconceptions raised by the customer.