SALES-08d » Cloud Strategy Workshop

Service Blueprint Bricks » Sales and Marketing Series

Process Details

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Process Description

Cloud computing offers business benefits for companies small and large.  However, for companies with any but the simplest IT requirements there are many questions to be answered: Which applications should be hosted? What platform do we host them on? When should we move to the cloud?

Most small businesses (and many mid-sized companies as well) lack both the expertise and a structured approach for developing a cloud strategy that aligns with their business goals.  They don’t even know where to start in getting the answers.  This uncertainty can be a roadblock to cloud solution sales.

SALES Module 08d, Cloud Strategy Workshop, builds on the knowledge about the client uncovered in Module 08b, Discovery, and Module 08c, Cloud Compatibility Assessment, to develop a comprehensive roadmap for moving to cloud technologies that aligns with the customer’s business goals.

This module is structured in the form of a workshop with the customer.  The duration of the workshop is a function of the size and complexity of the customer’s business.  The workshop begins with an overview of cloud computing to help the customer understand the technology and business benefits of the cloud.  This overview is followed by a thorough investigation of the customer’s business goals, current IT capabilities, and IT acquisition strategies.

Once the current state is known, the provider works with the customer to assess the opportunity to use cloud technologies for shared IT services (such as email), desktop productivity applications, and line-of-business applications.  The primary deliverables following the workshop are the Cloud Strategy document and Roadmap which provide a goals-based plan for getting to the cloud.

This module consists of the Module Overview Diagram plus 10 pages of detailed process maps personalized for your company.

Benefits
Components
  • Prospect understands the business benefits of the cloud
  • Prospect has a cloud strategy that aligns with business goals
  • Prospect uncertainty as to how to proceed is no longer an obstacle to cloud solution sales

Included with your first Service Blueprint Brick for a series:

  • Life Cycle Diagram depicting process modules for the service offering
  • Tutorial on "How to read a Service Blueprint"
  • Kaizen-based guide on "How to deploy a Service Blueprint module"

Included with each Service Blueprint Brick:

  • 11x17 and Legal  PDF versions (A3 version for international clients)
  • Detail Report (describing roles, systems, documents, and KPIs for the module)
  • Task Report (listing all of the onstage and backstage tasks in the process module)
  • Personalization with your logo, roles, and service automation systems

Additional features for Service Blueprint Subscription clients:

  • Editable native MS Visio version of the Service Blueprint
  • Accompanying AntFarm tools and templates such as agendas, project plans, planning tools
  • Access to online Service Blueprint training
Objectives
Entry Conditions
Exit Conditions
Process Topics
KPIs / Metrics

The goals of this process are to:

  • Educate the customer on the business value of cloud computing
  • Formulate a vision for cloud computing that aligns with business goals
  • Develop the high-level roadmap for moving to the cloud

At the onset of this process:

  • Customer has elected to conduct the Cloud Strategy Workshop and has approved the Statement of Work
  • Discovery is complete and the discovery workbook has been updated with the findings

Upon completion of this process:

  • The Workshop Findings Review is complete
  • Workshop deliverables have been provided to the customer and archived in {Client Folder}
  • The project in {Pro Svcs Auto} has been closed
  • The client satisfaction survey for the workshop has been sent

This process module includes these sub-processes:

  • 08d.01 Workshop Scheduling and Preparation
  • 08d.02 Workshop: Cloud Computing Overview
  • 08d.03 Workshop: Customer Business and IT Environment
  • 08d.04 Workshop: Technology Life Cycle Management & IT Spending
  • 08d.05 Workshop: Cloud Strategy and Roadmap Development
  • 08d.06 Results Analysis and Roadmap Preparation
  • 08d.07 Workshop Findings Review

These metrics and KPIs provide an indication of process performance:

  • Client Spend Share
  • Closed Opportunity Size
  • Conversion Ratio: Assessments to Closed-Won
  • Client Adoption Rate for Recommendations
  • Client Satisfaction - Business Value of Assessments and Workshops

Process Overview Diagram