SALES-08h » Cloud Computing Proof of Concept (POC)

Service Blueprint Bricks » Sales and Marketing Series

Process Details

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Process Description

Some prospects have a “must see it to believe it” approach to technology. They want to make sure that a new capability, such as cloud computing, will meet their business needs before making the investment in both capital and effort to implement the technology in their company. However, when prospects are left on their own to perform the evaluation, testing can become drawn out or unfocused.

SALES Module 08h, Cloud Computing Proof of Concept (POC), describes a project that enables the prospect to validate the suitability of the cloud platform with real-world scenarios and use cases from their business. The initial scoping session identifies the prospect’s business goals and success criteria for evaluating cloud computing. The scoping session then defines the cloud capabilities and scenarios included in the test. Following prospect approval of the Statement of Work, the test environment is provisioned, and the prospect conducts business-relevant tests in the demo cloud environment. The module concludes with a review of the results, including feedback from the prospect, and a discussion on the next steps in prospect evaluation of the cloud solution.

This module consists of the Module Overview Diagram plus 7 pages of detailed process maps personalized for your company.

Benefits
Components
  • Cloud computing is validated as a viable solution for the prospect
  • Prospect has first hand experience with the cloud solution
  • Structured POC project improves likelihood of successful outcomes

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:

  • Validate suitability of the cloud platform with real-world scenarios
  • Provide a low-risk setting for understanding cloud capabilities
  • Achieve early wins with phased testing
  • Improve the probability of successful outcomes with a structured approach

At the onset of this process:

  • Cloud computing proposal has been reviewed with the prospect
  • Prospect has expressed concerns regarding the suitability of cloud computing for their business
  • Prospect has agreed to consider a Proof of Concept evaluation to address their concerns
  • Scheduling options for the POC scoping session have been discussed

Upon completion of this process:

  • Proof of Concept testing is complete
  • POC results have been reviewed with the prospect; workarounds for any capability gaps have been presented
  • Prospect has provided feedback on the results and explained their next steps in evaluating the cloud solution
  • {Pro Svcs Auto} project for the POC has been closed out
  • POC results have been archived
  • POC environment has been decommissioned and reset to a baseline configuration

This process module includes these sub-processes:

  • 08h.01 Scoping Session
  • 08h.02 Preparation
  • 08h.03 POC Kickoff
  • 08h.04 Cloud Proof of Concept Testing
  • 08h.05 POC Results Review
  • 08h.06 Delay Escalation

These metrics and KPIs provide an indication of process performance:

  • Client Spend Share
  • Closed Opportunity Size
  • Conversion Ratio: Demo or Proof of Concept to Closed-Won
  • Sales Cycle Time
  • Sales ROI

Process Overview Diagram