Provider Name
Deal Size
Micro
Small
Medium
Location
Final Score:
Responsiveness
1
2
3
4
5
Evidence
Score
Speed of response to initial contact
Proactiveness of sales rep in providing the needed information
Ability of sales rep to follow up with customer
Provision of collateral and supporting materials
Accuracy of response to customer request
Ability of sales rep to engage additional sales resource to address customers needs
Clear presence of an outlined/company approved sales process
Level of engagement/friendliness of sales rep
Ability to clearly explain the proposed pricing and deal specifications
Ability to explain how the proposed deal specifications and pricing addresses the tieng price to USP
Total:
150%
Technical Knowledge
Ability of sales rep to understand the technical requirements of the customer
Sales rep follow up to fully understand all technical aspects of the deal
Provision of appropriate cabinet density (based on above understanding of deal specs)
Provision of appropriate cage/open colo size (based on above understanding of deal specs)
Provision of appropriate connectivity product (based on above understanding of deal specs)
Demonstrable understanding of technical challenges/needs of customer
Offering additional technical services the customer might need (managed services, remote hands etc.)
Offering and highlighting appropriate site certifications and specifications (SLA, ISO, Security etc.)
Total:
150%
Value Proposition
Ability to sell a solution rather than just space and power
Levels of consultative selling (proposing IBX locations, vendor offering appropriate to requirement, etc.)
Ability to explain solution differences from key competitors with direct and indirect comparisons
Ability to offer appropriate connectivity options to other customers within the data center
Ability to explain economic benefits of connecting to other customers within the ecosystem
Ability to offer appropriate connectivity options to carriers within the data center
Ability to identify customers needs for low latency connectivity solutions
Offering potential for expansion within the facility
Offering potential for back up
Offering global reach for future growth
Total:
150%
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