Technology companies are more open to new technology
Technology companies are often used to paying big $$ for a database
Technology companies are less likely to work with startup database vendors
Even smaller ISVs/OEMs with 30M in revenues can generate significant revenues for us over in a year or two
Technology companies often don’t need a fully baked product immediately
True
False
The current implementation based on MySQL provides continuous availability
They need a geo-distributed database to overcome performance issues for the EMEA and APAC customers
They want to reduce costs and resources associated with maintenance and replication
All of the above
Must have a technology visionary as champion/coach
You can pursue any opportunity as long as it is large
From early in qualification process make clear geo-distribution isn’t yet fully baked but will be part of NuoDB 3.0
Find a mission-critical app for the initial customer win
Must have critically important move-to-cloud strategy
True
False
Technology companies like to work with Oracle
Oracle is not perceived to be a Cloud database
Oracle is expensive
Oracle’s business terms are straight forward and flexible
Oracle is difficult to use for scale-out (RAC) and geo-distribution (GoldenGate)
True
False
True
False
You must control the POC process and be heavily involved in all testing
Small deals are possible but tread very carefully
Quote customer for a 1 year rather than a multi-year deal
Go after deployed applications with known limitations and pain that NuoDB can address
Engage in formal RFQs/RFPs whenever you can
In very large ISV/OEM situations, line up your technical wins/support before negotiating with procurement
There is no real competition for HA, DR and our Geo approach and plans, which allows us to control the sales cycle & POC and preserve pricing
True
False
On-Premise
SaaS
A
B
C
L
MQL - A
MQL - B
Open - Needs Contact - A
Open - Needs Contact - B
Thursday
Tuesday
Never
Monday
Grow the Services business
Win references
Do more POCs
Drive deployed revenue metric
Add development capacity
Reduce risk
Get access to expertise and experience
Lower personnel costs
Design, Deploy, Run
Architect, Build, Execute
Plan, Develop, Run
Plan, Deploy, Run
Account Manager, Solutions Architect, Support
Solutions Architect, Professional Services, Boris B, Support
Account Manager, Solutions Architect, Professional Services, Product Manager, Support
Solutions Architect, Professional Services, Product Manager, Support
Turn on AWS
Migrate data to the cloud
Help customers leverage NuoDB cloud capabilities
Develop a business case for cloud computing
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