Eci Cloud Enablement: Objection Handling

11 Questions | Total Attempts: 68

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Eci Cloud Enablement: Objection Handling - Quiz

Questions and Answers
  • 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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