or

EVERYONEA

DESIRABLE

VIABLEFEASIBLE

Focus is key

A

DESIRABLE

VIABLE

Focus on *what*?

FEASIBLE

A

Make trade-offs tangible...but how?

DESIRABLE

VIABLEFEASIBLE

A

DESIRABLE

VIABLEFEASIBLE

Our case studiesA

?

Evaluate candidacy for Dreamforce - Are they one of the 20-30 POCs? (Thunder GTM)

Sales leadership review with AVP and/or SVP (Thunder GTM)

POC with mocked up data

Demo of their use case

Customer expresses interest

AE reviews qualifying criteria

DSLR

BizDev on IoT reviews with account team

Set up meeting with customer

Standard deck Standard demo

Confirm:Executive sponsorshipBudgetUse-case fit

Review use case fit with Thunder GTM

Second call

Combined architecture diagram

Documentation of intended use cases

CFL checkins

A

Happypath

100+?

GOALS

GOALS

A team sport

Engineering Sales CustomerService

Operations Marketing Design Research

Product

Not for the faint hearted

Happypath

100+?

Realpath

100+?

Interested?

EVERYONE

Just start somewhere

Contextualize the granular

Create happy paths

Questions?