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Call Script
General
Who is this guide for?

If you are a generalist seller, this brief guide has been created to assist you in communicating the
opportunities that come with moving to Cloud and how can Partners and AWS help the customer in their
journey

Who should I call?

Title / Level: Director, C-Level, IT Manager (if any), System Integrators, IT Heads, etc

How do I frame the conversation?

Suggested opener:
Hi, I am <First Name> and am calling as a AWS Authorized Partner, AWS -Amazon Web Services is
the leading Cloud Organization and we as a AWS Partner reaching out to share that we have been
working with multiple Public Sector businesses to move their IT systems to the Cloud with the help
of our esteem Cloud
Proposing FreeDistributor
12 Month Redington.
Trial:This has helped them achieve significant cost savings
and grow their business faster.
IIfwanted to check,
you don’t want toif go
youfor
are evaluating
such something
a huge initial similar you
investment, or would
couldlike
do atoPOC
understand Cloud
and try out our 12
proposals
months free trial period as well. With basic functionalities, its always a possibility to go for ajourney
better for your business model. We would love to help you get started with your POC
quickly.
first with us & eventually start migrating your workload as per your requirement.

Requirement qualification
Understanding the Problem:
I see that you've shown interest in one of our campaigns and I just wanted to have an In order
understanding of your current status of IT set-up. Is there any infrastructure support from cloud for us
that you require currently, or are there any pain points in your current IT set up that you're facing, to help
that we could help you with? Give them an example of how we can help with Latency issues, you
scaling up and overload. Price reduction of 36% in CloudFront is also a good option at this point.

Referential Case Studies:

As you know with the onset of the Covid-World, everything has gone virtual and there's a
dependency on the existing IT services, which was unprecedented for most of the current
organizations. Hence, there's a gaping problem with load, latency and data that organizations are
facing and are migrating to cloud.

Introductory Knowledge:

Are you aware of Cloud and the kind of Services that we provide? We're basically the on-demand
availability of computer system resources, especially data storage, and computing power with a
pay as you go model. With Use the Electricity Analogy. Cloud, our customers have had 31% average
infrastructure Cost Savings, 62% more efficient IT infra management,3x more features delivered
per year, 69% reduction in downtime and 43% fewer security incidents in a year.
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choose the right solutions and to provide the best strategy of migrating to Cloud, I would like to ask a few
questions:

Instruction for caller: First understand the current IT infrastructure

 How would you describe your Cloud journey? Are you using any Cloud currently?
 The companies that we work with usually have the following infrastructure:
 Website or a blog
 Simple web application
 ERP or a CRM or any other business software
 Backup or disaster recovery solution
 Office applications
 Virtual desktops
 Security solutions
What are the various IT infrastructure components in your environment?

Instruction for caller: Then try understanding the Need

 Why do you want to go on cloud? Any painpoint that you’re looking for to cater to in your current set
up.
 What are the features that you're looking for?
 What server are you using, what operating system? Any contracts for hardware procurements?
 What is your current environment like?
 Is it frequently used? What OS are you using? Are they looking for archival storage?
 Are you looking for managed Services?
 If you're at a nascent stage, are there basic security aspects that you're looking for, as a POC point of
View?
 How many data centres do you have and where is it located? What kind of data do you have?
 Currently how many IT support guys are there. How many servers do you have in the data centre?.

Instruction for caller: Ask questions around motivation towards moving to the Cloud

 What would be your biggest motivations to move to the Cloud?

 Are you also facing any critical business events like any expiry in licenses or end of support for any
technology?
 Are you planning for Technology Refresh of your current hardware and exploring options?
 Is there any priority workload that you would want to move to Cloud?

Instruction for caller: Understand more details about their current IT infrastructure for detailed qualification

Workload Question(s)
 How many visitors do you get monthly?
Website or blog  How much are you currently paying for hosting?
 How do your website or blog scale as you get more visitors?
 How many users currently use the application?
Web application  How do your applications scale to adapt to the changing size and seasonality of
your business?
Business software  How many users use the software?
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(ERP or CRM or  How much do you spend on data storage for backup and recovery?
others)  What are your plans for increasing infrastructure capacity?
 What type of backup requirements do you have?
 How do you manage your current backup and disaster recovery solutions for
Backup or Disaster
scale, cost, and reliability?
Recovery
 Do you have a DR plan for all applications, or just a few?
 How much do you spend on storage/SAN for backup and recovery?
 How many users currently use office applications?
Office applications  How much do you spend on data storage for backup and recovery?
 What are your plans for adding new users?
 How many users currently use virtual environment?
 What operating systems are you currently using?
Virtual desktop
 Are there are any environments that are required to stay on-premises because
of regulatory concerns?
 What are the current security solutions that you are using?
Security  What are your key security requirements?
 What are your key risk requirements based on data or government regulations?
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AI ML
Who is this guide for?

If you are a generalist seller, this brief guide has been created to assist you in communicating the
opportunities that come with moving to Cloud and how can Partners and AWS help the customer in their
journey specifically for AI ML Solutions. Preferably, this is for existing AWS/Partner Customers who have used
AWS Before.

Who should I call?

Title / Level: Director, C-Level, IT Manager (if any), System Integrators, IT Heads, etc

Suggested opener:
Hi, I am <First Name> and am calling as a AWS Authorized Partner, AWS -Amazon Web Services is
the leading Cloud Organization and we as a AWS Partner reaching out to share that we have been
working with multiple Public Sector businesses to move their IT systems to the Cloud with the help
of our esteem Cloud Distributor Redington. This has helped them achieve significant cost savings
and grow their business faster.

I’m reaching out about how you can improve efficiency and be cost effective in extracting
data from document with AWS’s AI/ML intelligent document processing services. Our
customers are telling us that they are still dealing with documents, either typed or
handwritten, and digital or paper based and that they need a solution to either:

1- Automatically process those documents, with minimal manual intervention, 2 – Easily

find information from the documents and extract insights or 3 – have the possibility to
redact documents and review documents compliance automatically.

We would love to help you get started with your journey quickly.

Elevator Pitch Statistics:

Intelligent Document processing, using AI can help you to:
- Automate 50 to 70% of business processes tasks.
- Cut down data processing time by 50 to 90%
- Decrease annual labor expenditure by at least 20-30%
- Achieve triple-digit RoI
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Questions Answers/ Further deep deep Solution

(optional)
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Hi, I’m calling from AWS to see if Yes – carry on below What AWS ML can do:
we can help [INSERT 1) Amazon Textract can
CUSTOMER NAME] meet No – is there someone else we extract data from
document automation objectives, should speak with? documents at an average of
search and compliance 10x savings over other
requirements whilst lowering No – is there a better time for us OCR platforms.
costs? to have this important 2) Complemented with
No matter what your current data conversation? other AWS managed ML
protection environment, you can services like Amazon
easily integrate with AWS, just Comprehend, Amazon
like thousands of other customers. Augmented AI, and
Can we mutually invest a few Amazon SageMaker, you
moments to discuss this important can further leverage the
matter further? information extracted from
Textract and gain smarter
insights.

1. Understand where your Are they satisfied with their level Look for documents that
customer is now of automation and associated can benefit from our
What types of document does your costs? unique functionality (e.g.
business deal with on a regular tables, forms or invoices,
basis? What are the gaps? POs and receipts).

How do you go about processing What is the most time-

these documents now? consuming or manual part for
this process?

Try to have the customer talk as What’s the volume of documents

much as possible about their they deal with in a monthly
environment. basis?

It’s unlikely that they are What tools do they use today?
processing all their onboarding
documents, forms, financial What does their process looks
documents, invoices and receipts like?
without any issue or expensive
license cost!

Do you need to: (a) increase

2. Ease into the data accuracy, (b) reduce cost, (c) Look for what other
conversation increase scale, (d) improve systems are involved,
Can you tell me more about how flexibility to onboard new things like SAP, CRMs,
you handle the data extracted from documents? ERPs, Claim management
these documents? Systems, etc. and what data
What types of data do you collect? How much is automated in your do they collect from the
document processing documents.
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Where do you store these data? workflows?

How are you leveraging these data

to gain insights into customer
behavior/trends/forecasts?

3. Explore broader ML Check their main goals:

opportunities 1. AI/Ml and barriers they
If you could automate the process, may have 2. AI/ML or
what would be more important for security and compliance
you: reducing time, cost, improve mechanisms.
experience, compliance?

Next Step:
If you could leverage AWS AI/Ml to automate your document-based processes, would you do it
inhouse? Do they have a data science team inhouse?

Or do you have a preferred partner?

What would be the top thing our team could help you with?
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BASIC MIGRATION & STORAGE

Who is this guide for?

If you are a generalist seller, this brief guide has been created to assist you in communicating the
opportunities that come with moving to Cloud and how can Partners and AWS help the customer in their
journey

Who should I call?

Title / Level: Director, C-Level, IT Manager (if any), System Integrators, IT Heads, etc

Suggested opener:
Hi, I am <First Name> and am calling as a AWS Authorized Partner, AWS -Amazon Web Services is
the leading Cloud Organization and we as a AWS Partner reaching out to share that we have been
working with multiple Public Sector businesses to move their IT systems to the Cloud with the help
of our esteem Cloud Distributor Redington. This has helped them achieve significant cost savings
and grow their business faster.
I wanted to understand if we can help [INSERT CUSTOMER NAME] meet backup and restore
objectives, data retention, Ransomware recovery and compliance requirements whilst optimizing
costs?
No matter what your current data protection environment, you can easily integrate with AWS, just
like thousands of other customers.

Yes
Q: How does your organization manage its backup and recovery processes today and what
challenges do you face?

(Try to have the customer talk as much as possible about their environment. It’s unlikely any backup
environment is 100% without challenges!)

Q: Are you facing significant data growth challenges?

OR
Are you facing increasing volumes of data but static or lower operational budgets?

A: We can help lower operational costs: leverage offsite cloud storage for secondary/tertiary backup
copies, and free up your more expensive onsite disk
Backup and restoring from the cloud may help optimizing costs.

(Make a note of the data sizes the customer is backing up, e.g. if their backup environment is 1
terabyte (TB) or 100's of TBs, or even over 1 petabyte (PB) or higher etc)

Q: Have you ever had an outage?

What caused this outage?
Were you able to recover?
How long did recovery take?
Have you ever experienced data loss?
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Are you required to take backups for compliance reasons?

A: Enable access & scale: leverage the ‘infinite’ resources of the cloud to more easily & quickly keep
up with your organization’s data growth.

AWS and partner solutions provide full visibility to support compliance auditing and fast search of
data for audit or litigation. E.g. AWS CloudTrail enables governance, compliance, operational auditing,
and risk auditing of your AWS account.

Q: Do you have Tape in your current environment? Or, are you taking backups on Tape?
Have you had to recover from tape / restore data from Tapes for an audit or litigation? Was it
successful?
How often do you need to do this?

A: Tapes can be operationally complex and also expensive (when you consider all costs like tape
drives, tape media, handling costs, tape refresh costs etc…)
- Lower operational costs: Replace Tapes by leveraging offsite cloud storage for secondary/tertiary
backup copies, and free up your more expensive onsite disk
- Improve recovery times and access: backups stored in Amazon S3 can be quickly accessed anytime
and anywhere – unlike retrieving tapes
- Avoid tape upgrade cycles: no more data migrations going to new tape formats every few years

(Tapes can be complicated to manage, tapes can get lost, tapes can get stolen, tapes can break,
onsite silos are very large, and offsite vaulting takes too long for restores. Storing backups in AWS
cloud services offer significantly higher data durability, data security, and scalability with LAN and disk
speed performance……all for lower overall TCO.)

Q: Have you had a Ransomware attack?

Are you aware of the growing impact of Ransomware to businesses in your industry?

How much would a ransomware attack cost your business with financial loss and operational
disruption?

A: According to industry best practices, it is always recommended to have the recovery solution
placed in an isolated account that is network isolated from production environments. This way,
customers ensure they have a copy (golden copy) that is not infected. AWS is uniquely positioned to
leverage S3 services

Q: Which of the following 5 areas is of most interest to you for a deep-dive discussion:

1. You wish to extend your existing on-prem Backup and Recovery Deployment to the Cloud

2. Discuss Backup and Recovery for Physical Tape Environments

3. Discuss Hybrid Backup and Recovery for On-Premises VMware Environments

4. Backup and Recovery for Cloud Native deployments

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5. Recovery in case of a Ransomware attack

A: Note down the area of interest

(You have 2 options now depending on the remaining time you have with the customer:
1. If you are short of time, you may close the call by saying an Account Manager or the SA will be in
touch to discuss the opportunity further. Log the Opportunity in Salesforce and provide the above data
points for the AM/SA to leverage
GO TO Section 6.3-FAQs & Objection Handling

2. If the customer has time and is interested, choose the set of questions below* on the area of
interest and gather some more data.)
*Refer to Data Protection Campaign Document for deep dive questions*

Next Step:
If they could leverage Storage options, would they completely migrate on Cloud or would like to go for a
Hybrid model first? Do they have a data science team inhouse who handles the storage for them?

Or do they have a preferred partner?