CORE Sales - 01
Start
Welcome!
Copyright notice
The information contained in this document is intended only for the person or entity to which it is addressed, and may contain confidential or privileged material.
This document may not be reproduced, modified, or distributed without Scaleway's explicit prior written consent.
Agree & Continue
Welcome!
CORE Sales - Certification
Your journey to becoming an ELITE seller starts here!
Comprising 4 modules CORE Sales is designed to help sales master the early stages of qualifying sales opportunities:
- Targeting Customers
- Elite Prospecting
- Buyer Engagement
- Pitching Scaleway
Let's go!
CORE Sales Overview
CORE Sales - Learning Path
The table below will update as you progress through Sales Academy. Click " " below to get started.
Targeting Customers
Why buy?
Why now?
Why us?
Targeting Customers
Maximising PSA
Meetings
Elite Prospecting
Solution Proposals
Mapping Stakeholders
Buyer Engagement
Forecasting Mastery
Qualifying MEDDICC
Pitching Scaleway
Negotiating & Closing
Urgency & Upselling
TARGETING CUSTOMERS
How to reverse engineer Scaleway values into targeting criteria
Next
1. Targeting Customers
Where's the value?
In this module, we look at how the value drivers of Scaleway customers can help dictate the strategic targeting and discovery qualification of new business opportunities.
Existing Customers
Customer Success
Contagious Success
Reverse engineer use case needs into discovery qualification questions
Fastest way for new sales hires to quickly grasp the "Why us?"
Provide use cases that highlight common pains & challenges faced
Click "Next" to take a look at some examples of Scaleway's Ideal Customer Profiles (ICP)
Next
Targeting Customers
1. Targeting Customers
Who are Scaleway's Ideal Customer Profiles?
Thousands of existing customers already use Scaleway products but in which industry sectors can we deliver the most value?
Innovative Industry Sectors like AI, Health, IoT Retail, Media & FinTech who require cutting-edge cloud technologies
Enterprise Organizations needing robust infrastructure for AI & High Performance Computing
Start-up & SMB Tech-savvy developers who value scalable & cost-effective cloud solutions
Click "Next" to see the core values Scaleway ICPs value the most. ,,
Next
Targeting Customers
1. Targeting Customers
What do Scaleway customers value most?
Sovereignty
More Value
European
AI / ML / HPC
Less Cost
AI / ML / HPC
"Which areas of your cloud infrastructure are restricted by rising costs?"
"How much faster could you scale with unlimited, local high-end compute?"
"Who actually owns your data if a foreign government requests it?"
"How transparent is your cloud provider about costs or impact to the climate?"
"How much would it cost you to leave your current provider today?"
Click "Next" to view some existing examples by industry
Next
Targeting Customers
1. Targeting Customers
Clients who chose Scaleway
Next
Targeting Customers
1. Targeting Customers
Use Case Examples - Start-ups
Use case examples to refer to when Targeting Customers.
Start-up & SMB
Startups like SPLIIIT value how Scaleway enabled them to deploy a high-performance Kubernetes cluster
"Today, thanks to the newly deployed Scaleway infrastructure, we are able to absorb subscription peaks that are 5 times higher than what we could handle in the past."
Click "Next" to learn about use-cases from mid-sized enterprises
Next
Targeting Customers
1. Targeting Customers
Use Case Examples - Software
Use case examples to refer to when Targeting Customers.
During peak hours, Aternos can host up to 100,000 Minecraft servers simultaneously, with 50% running in the cloud thanks to Scaleway
Mid-Enterprise
"Thanks to Scaleway's virtual cloud instances and the exceptional customer support we've received, our business expansion into the cloud has been a smooth experience"
Click "Next" to learn about use-cases from LARGE ENTERPRISE customers
Next
Targeting Customers
1. Targeting Customers
Use Case Examples - Software
Use case examples to refer to when Targeting Customers.
During peak hours, Aternos can host up to 100,000 Minecraft servers simultaneously, with 50% running in the cloud thanks to Scaleway
Mid-Enterprise
"Thanks to Scaleway's virtual cloud instances and the exceptional customer support we've received, our business expansion into the cloud has been a smooth experience"
Click "Next" to learn about use-cases from LARGE ENTERPRISE customers
Next
Targeting Customers
1. Targeting Customers
Use Case Examples - Large Enterprise
Use case examples to refer to when Targeting Customers.
Hachette Livre's future plans include exploring solutions like AI services to enhance their digital offerings
Large Enterprise
"Partnering with Scaleway allowed us to cut our cloud costs by 50%, reduce latency by 30%, and ensure 100% compliance with European regulations"
Click "Next" to learn about use-cases from LARGE ENTERPRISE customers
Next
Targeting Customers
1. Targeting Customers
Conclusion
Important points to remember when Targeting Customers.
Memorise talking points from success stories relevant to your scope
Pay attention to the words and phrases used, the value they describe
Reverse engineer value drivers into open questions for discovery
You have completed this training module, click "Next" to complete the quiz.
Next
Targeting Customers
Instructions for QUIZ
- Total Questions: 5
- Time Limit: 90 seconds.
- After selecting your answer press on the Submit button.
- You cannot retry a question after pressing the 'Submit' button.
- Feedback for incorrect responses will appear after your response is submitted.
Next
Click below to complete a quick Quiz. ↓
Start the Quiz
Quiz over !
Congratulations!
You have successfully completed the Quiz
OPPORTUNITY
Share a feedback
Move on to next module
01-CORE Sales - Targeting Customers
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Transcript
CORE Sales - 01
Start
Welcome!
Copyright notice
The information contained in this document is intended only for the person or entity to which it is addressed, and may contain confidential or privileged material.
This document may not be reproduced, modified, or distributed without Scaleway's explicit prior written consent.
Agree & Continue
Welcome!
CORE Sales - Certification
Your journey to becoming an ELITE seller starts here!
Comprising 4 modules CORE Sales is designed to help sales master the early stages of qualifying sales opportunities:
Let's go!
CORE Sales Overview
CORE Sales - Learning Path
The table below will update as you progress through Sales Academy. Click " " below to get started.
Targeting Customers
Why buy?
Why now?
Why us?
Targeting Customers
Maximising PSA
Meetings
Elite Prospecting
Solution Proposals
Mapping Stakeholders
Buyer Engagement
Forecasting Mastery
Qualifying MEDDICC
Pitching Scaleway
Negotiating & Closing
Urgency & Upselling
TARGETING CUSTOMERS
How to reverse engineer Scaleway values into targeting criteria
Next
1. Targeting Customers
Where's the value?
In this module, we look at how the value drivers of Scaleway customers can help dictate the strategic targeting and discovery qualification of new business opportunities.
Existing Customers
Customer Success
Contagious Success
Reverse engineer use case needs into discovery qualification questions
Fastest way for new sales hires to quickly grasp the "Why us?"
Provide use cases that highlight common pains & challenges faced
Click "Next" to take a look at some examples of Scaleway's Ideal Customer Profiles (ICP)
Next
Targeting Customers
1. Targeting Customers
Who are Scaleway's Ideal Customer Profiles?
Thousands of existing customers already use Scaleway products but in which industry sectors can we deliver the most value?
Innovative Industry Sectors like AI, Health, IoT Retail, Media & FinTech who require cutting-edge cloud technologies
Enterprise Organizations needing robust infrastructure for AI & High Performance Computing
Start-up & SMB Tech-savvy developers who value scalable & cost-effective cloud solutions
Click "Next" to see the core values Scaleway ICPs value the most. ,,
Next
Targeting Customers
1. Targeting Customers
What do Scaleway customers value most?
Sovereignty
More Value
European
AI / ML / HPC
Less Cost
AI / ML / HPC
"Which areas of your cloud infrastructure are restricted by rising costs?"
"How much faster could you scale with unlimited, local high-end compute?"
"Who actually owns your data if a foreign government requests it?"
"How transparent is your cloud provider about costs or impact to the climate?"
"How much would it cost you to leave your current provider today?"
Click "Next" to view some existing examples by industry
Next
Targeting Customers
1. Targeting Customers
Clients who chose Scaleway
Next
Targeting Customers
1. Targeting Customers
Use Case Examples - Start-ups
Use case examples to refer to when Targeting Customers.
Start-up & SMB
Startups like SPLIIIT value how Scaleway enabled them to deploy a high-performance Kubernetes cluster
"Today, thanks to the newly deployed Scaleway infrastructure, we are able to absorb subscription peaks that are 5 times higher than what we could handle in the past."
Click "Next" to learn about use-cases from mid-sized enterprises
Next
Targeting Customers
1. Targeting Customers
Use Case Examples - Software
Use case examples to refer to when Targeting Customers.
During peak hours, Aternos can host up to 100,000 Minecraft servers simultaneously, with 50% running in the cloud thanks to Scaleway
Mid-Enterprise
"Thanks to Scaleway's virtual cloud instances and the exceptional customer support we've received, our business expansion into the cloud has been a smooth experience"
Click "Next" to learn about use-cases from LARGE ENTERPRISE customers
Next
Targeting Customers
1. Targeting Customers
Use Case Examples - Software
Use case examples to refer to when Targeting Customers.
During peak hours, Aternos can host up to 100,000 Minecraft servers simultaneously, with 50% running in the cloud thanks to Scaleway
Mid-Enterprise
"Thanks to Scaleway's virtual cloud instances and the exceptional customer support we've received, our business expansion into the cloud has been a smooth experience"
Click "Next" to learn about use-cases from LARGE ENTERPRISE customers
Next
Targeting Customers
1. Targeting Customers
Use Case Examples - Large Enterprise
Use case examples to refer to when Targeting Customers.
Hachette Livre's future plans include exploring solutions like AI services to enhance their digital offerings
Large Enterprise
"Partnering with Scaleway allowed us to cut our cloud costs by 50%, reduce latency by 30%, and ensure 100% compliance with European regulations"
Click "Next" to learn about use-cases from LARGE ENTERPRISE customers
Next
Targeting Customers
1. Targeting Customers
Conclusion
Important points to remember when Targeting Customers.
Memorise talking points from success stories relevant to your scope
Pay attention to the words and phrases used, the value they describe
Reverse engineer value drivers into open questions for discovery
You have completed this training module, click "Next" to complete the quiz.
Next
Targeting Customers
Instructions for QUIZ
Next
Click below to complete a quick Quiz. ↓
Start the Quiz
Quiz over !
Congratulations!
You have successfully completed the Quiz
OPPORTUNITY
Share a feedback
Move on to next module