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