Table of contents

• AWS Technical Professional - Module 4 : Presenting AWS Solutions to Customers
  • Key phases
  • Discovery
    • Preparing for discovery
    • Discovery practices
  • Preparing an AWS solution
  • Handling objections
  • Objection handling best practices
  • Common objection responses
    • Security
    • Cost or cost savings
    • Scalability and Response

AWS Technical Professional - Module 4 : Presenting AWS Solutions to Customers

Key phases

Discovery : Understanding the customer challenges

Presenting the solution : Whiteboarding

Delivering a POC : Evaluating the solution in the customer’s environment

Discovery

Preparing for discovery

• Research customer’s business
• Determine market segment
• Identify industry trends
• Identify customer’s competitors
• Research recent news
• Research customer relationship to AWS

Discovery practices

• Encourage detailed conversation
  • Ask targeted questions
  • Ask open-ended questions (Avoid yes/no questions)
• Five Whys
  • Dive deeper (encouraging detailed instruction)
  • Uncover the real desired outcomes
• Whiteboarding
  • Keep track of the conversation
  • Illustrate workflows and ideation

Preparing an AWS solution

• Consult with peers - Discuss the problem, ideate potential solutions and whiteboard them out
• Illustrate the solution - Icons can be found here
• Include variation - You should have two or three variations on the solution
• Create a presentation

Handling objections

Address objections before moving forward. Objections are not always factual.

• Connect : Identify with the customer’s point of view
• Condense : Identify the core concern
• Continue : Take steps toward resolution

Objection handling best practices

• Data-driven approach
• Use case studies
• Dive deep
• Have backbone
• Keep the momentum going

Common objection responses

Security

• Security at AWS is our top priority
• Higher security posture than in legacy environments
• Customers inherit all the benefits of our experience
• Validated against the strictest of third-party assurance frameworks

Cost or cost savings

• Reduce total cost of ownership (TCO)
• Achieve continuously optimized and predictable spend
• No longer over-provision infrastructure for peak demand

Scalability and Response

• Build Cloud Foundation Team
• Create guardrails around security, availability, reliability, and compliance
• AWS Control Tower gives maximum control - Without sacrificing speed and agility