Eci Cloud Enablement: Objection Handling
- 1.Which of the following is a cost customers do NOT directly incur when they purchase Cloud software?
- A.
Licensing fees
- B.
Software upgrades
- C.
User training
- D.
Initial configuration
- 2.All ECI products will be at a Level 3 Cloud Maturity by the end of 2016.
- A.
True
- B.
False
- 3."Cloud" is really just a fancy way of saying you are running your software on someone else's computer, and accessing that software over the Internet.
- A.
True
- B.
False
- 4.Which of the following is NOT a good response to "I'm not comfortable giving up control over management of the software that runs our business."
- A.
"You will continue to have full, complete control over every aspect of your ECI installation"
- B.
Ask detailed questions about their disaster preparedness
- C.
"You will receive frequent, clear communications about any changes to the software well before they are implemented"
- D.
"ECI will work closely with you to fit within your existing processes to the extent possible"
- 5.How should you respond to customer's concerns over initial costs to move from an on-premises solution (ECI or other)?
- A.
All migration costs are included in the quoted price, and ECI Professional Services will perform the migration for you
- B.
Offer them a detailed project plan of all the tasks they will need to complete as part of the migration process
- C.
Prepare them for a lengthy switch-over period
- D.
Quickly offer them an on-premises option
- 6.The Total Cost of Ownership is the same between on-premises and Cloud, costs are just shifted from internal IT labor to licensing fees.
- A.
True
- B.
False
- 7.Cloud offerings are sold on a subscription basis. This shifts the costs from CapEx to OpEx
- A.
True
- B.
False
- 8.ECI will sell backup and recovery services separately from our Cloud-based software.
- A.
True
- B.
False
- 9."I'm worried other ECI customers might see my data if we're all running on the same infrastructure." How should you respond?
- A.
We’d be happy to sit down and do a detailed architecture review to demonstrate how your data is kept secure.
- B.
Every customer has a separate installation in the ECI data center, making it impossible for data to be mixed
- C.
Data access is limited based on your login credentials
- 10.What is ECI's preferred "term of choice" going forward?
- A.
Cloud
- B.
Hosted
- C.
SaaS
- D.
On-premises
- 11.First & Last Name
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