Training

This document outlines the specific responsibilities of the Solution Assessment Desk (SA Desk) and the Seller at each stage of the Benchmark TCO engagement lifecycle.

📌 Request Stage

Seller Responsibilities

• Submit the Benchmark TCO request in Azure Offer Navigator.

SA Desk Responsibilities

• Approve the request (after triage by Azure Offer Navigator).

🤝 Consultation Stage

SA Desk Responsibilities

• Contact the seller to assess customer needs.
• Recommend Benchmark TCO (with or without code scan).

📞 Kick Off Stage

SA Desk Responsibilities

• Introduce the Benchmark TCO to the customer.
• Pitch the value of the solution.
• Set expectations for:
  • Scope
  • License length
• Ensure customer agrees to proceed.
• Send the Letter of Engagement to the customer.

🧪 Assessment Stage

SA Desk Responsibilities

• Assist the customer in running Dr Migrate Collector.
• Create the assessment report using Dr Migrate and refine Advanced results.
• Generate Security Insights.
• Run Cloud Accelerate Factory report if:
  • This is the customer’s first-year ACR (Annual Contract Revenue),
  • AND ACR is $500k+.
• If code scan is recommended:
  • Check if deal meets criteria,
  • Get customer consent,
  • Run code assessment.

🔍 Internal Review Stage

SA Desk Responsibilities

• Schedule review call with Seller, Partner, and Navigator.
• Share results.
• Agree on the next best action recommendation.
• Identify potential Factory workloads.
• Plan the customer presentation.

🧾 Presentation Stage

Seller Responsibilities

• Open the customer presentation by explaining why the customer was nominated.
• Close the session with the next action recommendation.

SA Desk or Partner Responsibilities

• Present the assessment report.

SA Desk Responsibilities

• Upload the following reports to the POE repository (as applicable):
  • Rapid
  • Advanced
  • Security Insights
  • Factory