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Strategy
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Services & Technology
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Sales & Marketing
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Cloud
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Data AI & Analytics
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First
Last
Email
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Phone
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Company Name
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Country
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Australia
Are you an existing Tech Data partner?
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Yes
No
Partner ID
Please share your key point of contact within Tech Data
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What type of practice building support are you looking for?
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Self-Paced Digital step-by-step guide to Accelerate a New Solution Practice
Please select the type of solution/service practice you are most interested in developing
*
Cloud
Data, AI & Analytics
Security
Hidden
Solution Practice: Cloud
Which Cloud vendor(s) would you include in your strategy?
*
Microsoft
Other
If Other, please indicate
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Cloud - Vendor - AWS
You have selected to build a AWS strategy, please indicate the specialisation & subcategory for this strategy Specialisation Practice
Application Innovation
Data, AI & IoT
Infrastructure
Security
What is your current standing in the AWS Partner Tiers (AWS Consulting Partner Journey)?
Registered
Select
Advanced
Premier
None of the above
Hidden
AWS Assessment
Who is your AWS Partner Development resource (PDR/PDM)?
Are you targeting the next partner tier?
No
Yes
If yes, enter the timing for tier advancement in Comments.
Are you submitting your deals in the APN Portal?
No
Yes
Please provide your Amazon Partner Network (APN) ID Number (if known)
Are you registering case studies on an ongoing basis in the APN Portal?
No
Yes
Are you tracking Customer Satisfaction responses in the APN Portal?
No
Yes
Select the Top 3 goals for your AWS practice
Increase AWS resale revenue
Offer your own SaaS solution on AWS
Increase profitability on AWS resale
Add or grow managed services offerings
Add or grow professional services offerings
Other
Please specify in comments
Which of the following APN Programs and Pre-Sales engagements are you currently participating in?
Immersion Days
AWS Well Architected Review (WAR) program?
AWS Cloud Readiness Assessments?
AWS Service Delivery Program? List which designation in Comments.
Other AWS Programs. Please provide details in Comments.
Comments
Do any team members within your organization hold AWS certifications? If so, what certifications do they hold?
Do you have a Cloud and AWS Sales Training plan?
No
Yes
How do you currently transact your AWS revenue?
APN Portal
Legacy Tech Data StreamOne
Legacy Synnex Stellr
CloudCheckr
nOps
Which of the following AWS solutions do you sell today? (select all that apply)
Migration to AWS
Migration for Microsoft
Migration for Data Bases
Analytics
Machine Learning
Amazon Connect
Desktop & Application Streaming
IOT
Specialty – Security, Networking, Storage, Containers, Kubernetes
We do not sell any AWS solutions at this time.
Are you leveraging AWS marketing benefits including MDF dollars today?
No
Yes
Hidden
Cloud - Vendor - Google
You have selected to build a Google strategy, please indicate the specialisation & subcategory for this strategy Specialisation Practice
Application Innovation
Data, AI & IoT
Digital Workplace
Infrastructure
Security
Which Google Cloud solution are you most interested in?
Google Workspace
Google Cloud Platform
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Cloud - Vendor - Microsoft
You have selected to build a Microsoft strategy, please indicate the specialisation & subcategory for this strategy Specialisation Practice
Application Innovation
Business Applications
Data, AI & IoT
Digital Workplace
Infrastructure
Security
Are you a Microsoft Cloud Service Provider?
Yes
No
Do you sell Microsoft Cloud Solutions today?
Yes
No
Hidden
Azure Assessment
What is your average customer size in terms of seats?
1 to 24
25 to 75
76 to 150
over 150
Where do you see a market opportunity within your existing customer base?
Providing remote work solutions
Providing hybrid cloud solutions
Providing cloud migration & optimisation services
Providing data analytics capabilities and solutions
New ERP implementation, cloud migration or consolidation solutions
Providing cloud security solutions
Please select the verticals most relevant to your business (client base)
Healthcare
Finance
Public Sector
Logistics
Manufacturing
Retail
Services
Telco & Media
What do you think is your biggest challenge to success in your cloud strategy?
Strategy & Finance
Sales Execution
Marketing
Capabilities & Execution
Services execution
Do you customers have strict security & compliance requirements?
Yes, and I'm not sure how best to address them
Yes, and I want to develop more security services
Yes, but its not my priority right now
Not that I'm aware of
No
What area of the Microsoft Cloud Services portfolio, would you like Tech Data to support you with building?
Service Design
Cloud Assessment
Cloud Migration
Application modernisation
Cloud Express Infrastructure Management
Hidden
Solution Practice: Security
Which Security vendor(s) would you include in your strategy?
*
IBM Security
F5
Fortinet
Checkpoint
Cisco Security
Crowdstrike
Palo Alto
Zscaler
Other
If Other, please indicate
Hidden
Solution Practice: Data Solutions & IoT
Which Vendors & Solutions would you include in your strategy?
*
Cloudera
IBM
SAS
H2O.ai
OpenText
Microsoft
NVIDIA
Other
If Other, please indicate
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Q3 Section Break
Do you have any additional comments or questions you would like to share?
(Optional)
Would you like to complete the Partner Assessment now ?
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Hidden
FA - Organisational and Financial
How would your customers describe your business?
Solution Provider
Managed Service Provider
Independent Software Vendor
Systems Integrator
Hybrid Cloud Enabler/Provider
Reseller/VAR
IT Supplier
Direct Market Reseller
What are the key areas that make up your solution offerings?
(select all that apply)
Cloud/Hybrid Cloud
Data Analytics
IoT
Security
Hardware / Infrastructure
Back up & Data Recovery
Managed Services
Professional Services
Does your organisation have a 3 year strategy and defined goals?
Yes
Being Developed
No
How long have you been in business?
Less than 1 year
1 - 2 years
3 - 5 years
6 - 10 years
Over 10 years
How many employees do you have?
Less than 5 employees
5 - 9 employees
10 - 49 employees
50+ employees
To what extent do you agree with the following statement: "All senior leaders and executives are aligned with a 3 year strategy and goals."
Strongly Agree
Agree
Undecided
Disagree
Strongly Disagree
To what extent do you agree with the following statement: "We have already presented our vision to our employees and have their buy-in."
Strongly Agree
Agree
Undecided
Disagree
Strongly Disagree
How would you rate your organisation's ability to execute on a business plan or transition plan?
Excellent
Good
Acceptable
Poor
Very Poor
How would you rate your organisation's pre-sales function and relevant technical expertise to support your transition?
Excellent
Good
Acceptable
Poor
Very Poor
What are your organisation's biggest gaps/challenges to building the solutions practice you would like to build?
(select all that apply)
Capabilities
Skills
Training
Domain expertise
Lead Generation
Sales
Other
What was your organisation's total revenue for your last Fiscal Year?
$10 million +
$5 million +
$1 million +
< $1 million
What was your organisation's Year Over Year revenue growth for your last Fiscal year?
More than 10%
5% to 10%
0% to 5%
Flat
Decreasing
How does your current gross profit figure compare to the past 3 years?
Increasing
Flat
Decreasing
Considering the last 3 Fiscal Years, which areas have contributed most to your organisation's financial performance?
(select all that apply)
Cloud/Hybrid
Services
IoT, Big Data, Mobility, Social Business
Company Acquisition/Merger
Software
Hardware
Other
In the last financial year, what percentage of your organisation's overall sales revenue came from Hardware?
More than 50%
25% to 50%
10% to 25%
1% to 10%
0%
In the last financial year, what percentage of your organisation's overall sales revenue came from Software?
More than 50%
25% to 50%
10% to 25%
1% to 10%
0%
In the last financial year, what percentage of your organisation's overall sales revenue came from Professional Services?
More than 50%
25% to 50%
10% to 25%
1% to 10%
0%
What percentage of your revenue was from recurring revenue streams in the last financial year?
More than 60%
40% to 60%
20% to 40%
10% to 20%
1% to 10%
0%
Considering your entire business, what area was most profitable in the last financial year?
Hardware
Software
Services
IoT, Big Data, Mobility, Social Business
Cloud/Consumption
None of the above
What is the average product gross margin retained by your organisation, excluding rebates and other incentives, from the resale of hardware/software?
25%+
15% to 25%
10% to 15%
5% to 10%
Less than 5%
What is your organisation's combined gross margin, including services?
25%+
15% to 25%
10% to 15%
5% to 10%
Less than 5%
Looking at your current Fiscal Year, how would you describe your Services margin compared to previous years?
Increasing
Flat
Decreasing
What was your organisation's Operating Profit (EBIT) during the last Fiscal Year?
More than 10%
5% to 10%
0% to 5%
Flat
Decreasing
Hidden
FA - Strategy
Do you regularly consult with analysts (in-house or externally) in order to realise your organisation's goals and transition business models?
Yes
Planned
No
Does your organisation benchmark itself against other partners in your field?
Frequently
Occasionally
Unsure how
Not interested
If change is involved in your business goals, do you have a plan to manage your cash flow?
Yes
Planned
No
Select the areas in which you see your organisation investing over the next 3 years.
(select all that apply)
Data center
Employees
Service offerings
Technology development
Systems
Other
No funds to invest
Do you provide any Software/Infrastucture as a Service offerings, or do you have any solutions that will move to SaaS/IaaS based in the future?
Yes, we currently offer SaaS/IaaS
Solutions identified for move to SaaS/IaaS
No, we do not intend to offer SaaS solutions
Are you engaging with any vendors, partners or solution providers to build out your own solution stack?
Yes
Planned
No
Which areas do you see as the highest growth potential in the next 12 months?
IoT
Analytics
Managed Workspace
Cyber Security
Social Platforms
Big Data
Mobile
Cloud/Hybrid
Physical Infrastructure
Automation & OrchestrationÂ
Business Intelligence
Consumption-as-a-Service
Other
Where in the data lifecycle are your focus points?
Generate
Collect
Analyse
React
Predict
Hidden
FA - Services and Technology
In the last financial year, what percentage of your organisation's overall sales revenue came from Managed Services?
More than 50%
25% to 50%
10% to 25%
1% to 10%
0%
Have you hired specialised managed services/solution sales expertise or retrained product focused sales people to sell services and solutions?
Yes
Training in progress
Recruitment in progress
No
Do you have a well defined and documented strategy for your managed services?
Yes
No
We do not have Managed Services
How would you rate your Managed Services processes, systems, tools and SLA's?
Good
Acceptable
Poor
Managed Services being developed
We don't provide Managed Services
For your managed services do you offer a standard catalogue that includes monitor, operate, optimise, transform and host, or equivalent?
Yes
No
We do not have Managed Services
Do you have a scalable and repeatable delivery practice for your managed services?
Yes
No
We do not have Managed Services
Do you have a consumption-based billing capability, either internally or externally?
Yes
In Progress
No
How do you see the percentage of your hardware sales changing in the next 12 - 24 months?
Increasing
No change
Decreasing
How do you see the percentage of your software sales changing in the next 12 - 24 months?
Increasing
No change
Decreasing
How do you see the percentage of your services sales changing in the next 12 - 24 months?
Increasing
No change
Decreasing
Hidden
FA - Sales and Marketing
Can your sales team effectively sell to Lines of Business within your end user customers?
Yes
No
Not Sure
How many sales reps do you have?
Less than 3 reps
3 - 5 reps
6 - 10 reps
11 - 49 reps
More than 50 reps
Do your sales reps carry Services quotas or accelerators?
Yes
No
How would you describe you organisation's ability to successfully implement a marketing strategy?
Excellent
Good
Needs Improvement
Poor
Not Sure
What is an area of your business in which you could use marketing support?
(please select all that apply)
Digital/Online Presence
Content Creation
Value Proposition Creation
Lead Generation
Marketing Plan Creation
Outsource Marketing
Not Sure
We've Mastered Our Marketing Engine
Select all solutions that your sales team typically propose to your customers.
(select all that apply)
IoT
Managed Services
Public Cloud
Private / Hybrid Cloud
Software
Hardware / Infrastructure
Back up & Data Recovery
Maintenance Services
Professional Services
Other
Considering all of your sales generated in the past 12 months, what percentage was led by Hardware?
50% or above
40% - 49%
20% - 39%
10% - 19%
Less than 10%
Considering all of your sales generated in the past 12 months, what percentage was led by Software?
50% or above
40% - 49%
20% - 39%
10% - 19%
Less than 10%
Considering all of your sales generated in the past 12 months, what percentage was led by Services?
50% or above
40% - 49%
20% - 39%
10% - 19%
Less than 10%
How would you rate your sales team's lead generation engine?
Excellent
Good
Acceptable
Poor
Very Poor
Do you have a detailed sales approach that shows how your offerings achieve customers' desired business outcomes?
Yes
In progress
No
Does your organisation have an employee compensation plan for services versus product sales?
Yes
No
Does your organisation have an employee compensation plan that supports Monthly Recurring Revenue (MRR)?
Yes
No
Do you have new business targets that include new technologies and/or customers?
Yes
Planned
No
What horizontal segments do you sell into?
Large (500+ employed)
Mid (100 to 499 employed)
Small (1 to 99 employed)
In a typical sales engagement, which departments do you currently involve in the decision making process?
IT
Digital/Innovation
Finance
Operations
Procurement
HR
Sales & Marketing
Customer Service
Other
What verticals do you sell into?
Manufacturing
Legal
Retail
Healthcare
Finance
Banking
Education
Government
Smart Space
Logistics
Transport
Energy
Utilities
Pharmaceutical
Other
In regards to the environment on which your end users deploy your solutions - which is the most relevant?
On premise
Hybrid
Single Tenant Platform
Multi Tenant Platform
Hidden
FA - Cloud
In the last financial year, what percentage of your organisation's overall revenue came from Cloud-based products and services?
More than 50%
25% to 50%
10% to 25%
1% to 10%
0%
What are your total Cloud revenues?
Less than $1,000 MRR
$1,000 - $9,999 MRR
$10,000 - $49,999 MRR
More than $50,000 MRR
I prefer not to answer
Of your organisation's overall revenue for Cloud-based products and services, how much of this revenue is Hybrid Cloud Consumption?
More than 50%
25% to 50%
10% to 25%
1% to 10%
0%
How would you define your main source of 'cloud-based' revenue?
Infrastructure
Security Solutions
Modern Workplace / Productivity
Business Applications & Consultancy
Data & Analytics / Business Intelligence
Hosted Solutions
How do you manage your customers' cloud usage and billing?
Tech Data StreamOne
Tech Data StreamOne with CloudCheckr
Other Cloud Management Platform
None of the above
Other
If other, please state
Please select your top three customer challenges and asks of you as their IT Provider
A better security posture
A more productive workforce/environment
A more resilient, efficient and flexible infrastructure
Solutions to help provide better data driven business decisions
Modernising their business applications
Modernise the way we solve business problems
Which of these vendors/technologies do you sell/would you feel most comfortable selling?
Vmware & Hyper-V, Veeam, Veritas, Dell, HPE
VeeamCisco, Fortinet, Checkpoint, Trend Micro, McAfee, Sonicwall
VMware Horixon, Citrix, Microsoft RDS
Desktop application Solutions
Qlik, Power BI, Tableau, BW, Cloudera
Enterprise Applications (SAP, Dynamis, JD Edwards)
What type of cloud solution practice would you like to build?
(select all that apply)
Collaboration
Modern Workplace
Core Infrastructure
Data Fabric
Data Protection & Management
Data Services
Security & Compliance
Datacenter Modernisation
Enterprise Application Infrastructure
Application Innovation
Data & AI
IoT & Analytics
As-A-Service
How would you rate your cloud maturity model?
Not Started
Started: Doing some projects
Transformer: Already with some specialisations
Advanced: Already offer cloud and some data services
Accelerator: we rock
Are Cloud solutions identified as critical elements of your 3 year strategy and defined goals?
Yes
No
N/A
Which of the following Cloud providers are you currently engaged with?
(select all that apply)
Amazon Web Services
Microsoft Cloud
Google Cloud
IBM Cloud
HPE Cloud
Cisco Cloud
Dell EMC Cloud
VMware Cloud
None of the above
Other
If other, please state
What are the (additional) key Cloud vendors you would like to leverage in the Cloud?
(select all that apply)
Amazon Web Services
Microsoft Cloud
Google Cloud
IBM Cloud
HPE Cloud
Cisco Cloud
Dell EMC Cloud
VMware Cloud
None of the above
Other
If other, please state
Do you have, or plan to create, a Cloud focused sales team?
Already have a Cloud Sales team
We will create a Cloud Sales team
No plans to create a Cloud Sales team
Do you have a documented cloud marketing strategy in place?
Yes
No
Being developed
How many technical resources do you have (pre-sales, delivery, managed services)?
Less than 3 techs
3 - 5 techs
6 - 10 techs
11 - 49 techs
More than 50 techs
How do you provide Cloud solutions to your customer base?
(select all that apply)
In-house data center
Reselling AWS/Azure/GCP
Through partnering with MSP
Reselling Microsoft Office 365
Reselling other Public Cloud
Currently building portfolio of Cloud Services
Hybrid Cloud
No Cloud offering
Other
If other, please state
How would you rate your organisation’s ability to design end-to-end Cloud solutions? Please consider skills, experience and tools when answering this question.
Excellent
Good
Acceptable
Poor
We don't provide end-to-end solutions
Which of the following Cloud Professional Services do you currently offer to your customers?
(select all that apply)
Cloud Assessments
Cloud design & implementation
Workload migration
Application refactoring
Automation / Orchestration
None of the above
Which of these Cloud or Managed Services systems do you have in your organisation?
(select all that apply)
Managed Services Configuration Management database
ITSM Ticketing system
Event Correlation engine
Application & Infrastructure, Performance Monitoring and Management application
Release Management tool
Cloud Automation Platform
We don't provide Managed Services
Other
If other, please state
Hidden
FA - Data AI & Analytics
Hidden
What percentage of your revenue accounts for IoT / Digitisation?
>50%
26% to 50%
11% to 25%
1% to 10%
0%
Prefer not to disclose
What percentage of your revenue accounts for analytics?
>50%
26% to 50%
11% to 25%
1% to 10%
0%
Prefer not to disclose
How would you describe the position of your practice for Data AI & Analytics?
Exploring
Early stage set-up
Building resource
Training & skills development
Leveraging internally
Defining value proposition
Developing sales strategy
Going to market
Delivering solutions
Reviewing & refining
In a typical Data AI & Analytics customer discussion or solution delivery, which vendors would be included in the technology stack?
Cloudera
SAS
Microsoft
IBM
H2O.ai
Couchbase
MongoDB
OpenText
Dataminr
Oracle
NVIDIA
Other
In a typical Data AI & Analytics solution delivery, which technologies has your organisation delivered?
Cybersecurity
Cloud management
Automation
Data Engineering and Management
Business Intelligence
Machine Learning / AI
In a typical Data AI & Analytics solution delivery, which services has your organisation delivered?
Solution design
Consulting
Demo
Proof of concepts
Trainings
Service Delivery
Support
Hidden
Which of the following are in progress or completed at your organisation in relation to IoT/digitization adoption activities?
Exploring
Early stage set-up
Building resource
Training & skills development
Leveraging internally
Defining value proposition
Developing sales strategy
Going to market
Delivering solutions
Reviewing & refining
Hidden
Please indicate which data solution components, your organisation needs support develop capability for.
(select all that apply)
IoT sensors
Edge compute
Connectivity
IoT Platforms
Data Integration
Data Repository
Data Quality
Data Governance
Business Intelligence Reporting/Visualisation
Business Logic/Workflow
AI/Cognitive/ML
Data Security
Where would your business most benefit from support to enable your Data AI & Analytics strategy?
(select all that apply)
Sales & marketing
Expert to join visits
Lead generation
Lead qualification
Recruitment
Training
Finance & billing
Solution design
Solution implementation
Hidden
To meet your strategy, in what timeframe are you currently expecting to invest in IoT/Digitisation?
Underway
1-3 months
4-6 months
7-9 months
10-12 months
>12 months
None
Hidden
To meet your strategy, in what timeframe are you currently expecting to invest in Analytics?
Underway
1-3 months
4-6 months
7-9 months
10-12 months
>12 months
None
Hidden
What drives your sales strategy for IoT/Digitisation?
New revenue streams through diversification
New sales growth
Replace legacy business
Hidden
Are you engaging with any organisations who specialise in IoT with the aim of becoming part of their eco-system?
Yes
Planned
No
Hidden
Within your organisation is what is the sales pipeline stage for the majority of solutions in IoT/Digitisation?
Tentative discussions
Pre-sales or earlier
At qualification or earlier
At solution design or earlier
At evaluation or earlier
At negotiation or earlier
At final stage or earlier
No pipeline in place
Hidden
What is your average deal size for IoT/digitisation?
$0
<$10k
$10k-$50k
$51k-$100k
$101k-$200k
$201k-$300k
>$300k
Hidden
In what areas have you established case studies that evidence your organisation's solution delivery for IoT?
POC
Pilots
End-to-end
Design
Implementation
Meeting business outcomes
Others
None
How do you deliver your professional consultancy services for Data AI & Analytics / Digitisation Solutions?
Outsourced
Vendor support
Through partnerships
With associates/contractors
Business unit
Department in house
Not providing
Hidden
How would you rate your design services for IoT/Digitisation?
Not offered
Good
Market Leading
Hidden
How would you rate your design services for Analytics?
Not offered
Good
Market Leading
Hidden
How would you rate your proof of concept services for IoT/Digitisation?
Not offered
Good
Market Leading
Hidden
How would you rate your proof of concept services for Analytics?
Not offered
Good
Market Leading
Hidden
How would you rate your implementation services for IoT/Digitisation?
Not offered
Good
Market Leading
Hidden
How would you rate your implementation services for Analytics?
Not offered
Good
Market Leading
Hidden
In a typical solution delivery are you able to deliver the entire solution by yourself for IoT?
Yes
No
Yes through partnerships
Hidden
Please indicate what resource you currently have in your organisation for IoT/data.
Solutions Architecture
Sales & marketing
Finance & billing
Installation
Implementation
Configuration
Technical support
Hidden
Which of the following are in progress or completed at your organisation in relation to analytics adoption activities?
Exploring
Early stage set-up
Building resource
Training & skills development
Leveraging internally
Defining value proposition
Developing sales strategy
Going to market
Delivering solutions
Reviewing & refining
How would describe your organisation's awareness and knowledge of the data integration/quality/governance market?
Not started
Early stages
Developing
Expert
Not part of our strategy
Hidden
How would you describe your customers' engagement with IoT/digitisation?
Early adopter
Exploring
Actively engaged
Disengaging
Not engaged
Hidden
FA - Security
What percentage of your revenue accounts for Security?
>50%
26% to 50%
11% to 25%
1% to 10%
0%
Opt out
In the last financial year, what percentage of your organisation's overall revenue came from Security business?
More than 50%
25% to 50%
10% to 25%
1% to 10%
0%
How would you describe the position of your practice for Security?
At inception
Developing strategy
Investment budgeted
Developing
Optimising
Mature
Not planning to have one
Where would your business most benefit from support to enable your Security strategy?
(select all that apply)
Sales & marketing
Expert to join visits
Lead generation
Lead qualification
Recruitment
Training
Finance & billing
Solution design
Solution implementation
In a typical security customer discussion or solution delivery, which vendors would be included in the technology stack?
Dell
Microsoft
IBM
HPE
Cisco
AWS
Oracle
Other
To meet your strategy, in what timeframe are you currently expecting to invest in Security?
Underway
1-3 months
4-6 months
7-9 months
10-12 months
>12 months
What drives your sales strategy for Security?
New revenue streams through diversification
New sales growth
Replace legacy business
Add Compliance and Governance
Within your organisation is what is the sales pipeline stage for the majority of solutions in Security?
Tentative discussions
Pre-sales or earlier
At qualification or earlier
At solution design or earlier
At evaluation or earlier
At negotiation or earlier
At final stage or earlier
No pipeline in place
What is your average deal size for Security?
$0
<$10k
$10k-$50k
$51k-$100k
$101k-$200k
$201k-$300k
>$300k
In what areas have you established case studies that evidence your organisation's solution delivery for Security?
POC
Pilots
End-to-end
Design
Implementation
Meeting business outcomes
Others
None
How do you deliver your professional consultancy services for Security?
Outsourced
Vendor support
Through partnerships
With associates/contractors
Business unit
Department in house
Not providing
How would you rate your design services for Security?
Not offered
Good
Market Leading
How would you rate your proof of concept services for Security?
Not offered
Good
Market Leading
How would you rate your implementation services for Security?
Not offered
Good
Market Leading
In a typical solution delivery are you able to deliver the entire solution by yourself for Security?
Yes
No
Yes, through partnerships
Please indicate what resource you currently have in your organisation for Security.
Solutions Architecture
Sales & marketing
Finance & billing
Installation
Implementation
Configuration
Technical support
How would you describe your customers' engagement with security?
Early adopter
Exploring
Actively engaged
Disengaging
Not engaged
