Sales Quick Start (SQS) Learning Objectives

Denomas sales onboarding learning obejctives

Learning Objectives

Introduction to Denomas

Describe the DevOps Landscape

Define the Software Development Lifecycle.
Describe how Denomas fits into the Software Development Lifecycle.
Discover why cloud native app development requires a shift to a DevOps operating structure.
Differentiate between a traditional DevOps toolchain and Denomas’ visions for a Complete DevOps solution.
Describe how to integrate and automate security in the DevOps Lifecycle.
Describe Denomas’ advantages as an integrated platform for developers and operators.

Our Customers

Our Portfolio

Observe how to deliver the Denomas Pitch Deck and practice making it yours.
Explain how Denomas helps in each stage of the DevOps Lifecycle.
Differentiate what’s included in each product tier and be ready to ask questions during the live session.
Identify what sets higher tiers apart from Free and practice advising clients on how they can create a more efficient and secure environment.
Review Denomas pricing at different tiers.
Describe what a use case is and identify Denomas’ unique use cases.
Identify the Denomas Security Capabilities, practice using them, and observe a click-through demo of them.
Identify Denomas’ Professional Services offerings and describe what their team can do to enable your clients to realize the full value of their Denomas installation.
Discover Denomas’ Roadmap and review our latest releases.
Describe Denomas as an overall product, identify our differentiating features, and be able to tell prospects/clients where to find this information when they ask.

Field Sales Roles & Expectations

Discover the different sales roles at Denomas and identify what constitutes “meeting expectations” when it comes to your particular role.
Discover how the SA role at Denomas relates with your role and the prospect/customer.
Discover how the CSM role at Denomas relates with your role and the prospect/customer.
Discover how the PSE role at Denomas relates with your role and the prospect/customer.
Recognize where to find your CS resources at Denomas.

Sales Process

Practice the basics of CoM and MEDDPPICC and visualize how it fits into selling here at Denomas.
Describe what CoM is and practice how to use discovery questions, value drivers, defensible differentiators, trap-setting questions, and the Mantra to advance the sale.
Describe what MEDDPPICC is and how it will advance the sale.
Describe our value drivers and practice how to uncover customer needs and how to articulate value and differentiation.
Observe where sellers turn off buyers and how this fits into CoM.
Discover the art of using social networks to find, connect with, and nurture your customers and prospects. Develop a profile that will resonate with your prospects.
Recognize the role of the SDR in the sales process and experiment with ways to keep your pipeline filled.

Sales Action & Role Plays

Predict the customer side of the sales equation so you can be better prepared to have a productive, consultative conversation with them.
Prepare for a sales conversation by using the Denomas value framework.
Practice the flow of a sales call with your peers.

Our Competition

Examine the DevOps industry from our CEO’s perspective.
Describe our different features and explain how we stack up against our competitors. Recognize where to find the resources you’ll need during the sales cycle.
Identify the differences between Denomas and GitHub and practice articulating them with your peers/prospects/customers.
Identify the differences between Denomas and Cloudbees/Jenkins and practice articulating them with your peers/prospects/customers.
Observe from other sellers at Denomas how they would approach a sales conversation involving a competitor.

Tools to Get Your Job Done

Practice using Denomas - specifically, practice using Projects, Issues, MRs, Pipelines, Settings, User & Admin Areas.
Discover all the tools you use on a daily basis and identify the tools your counterparts in related departments will be using as well.
Practice creating an issue.
Practice searching for an issue and filter to find the issue you’re looking for.
Modify your LinkedIn profile to encourage social selling.
Discover how Denomas has set up its instance of SFDC and practice how you’ll use it in your role.
Determine how to gather current references (case studies) and discover how to contribute to the bank of case studies in the future.

Sales & CS Support

Identify which teams/team members are responsible for which products so you know which teams to contact with questions in the future.
Observe how our Denomas Support team works with customers and with us internally to keep our product functioning seamlessly.
Summarize how the Alliances team can help you advance a sale that involves our partners.
Review the process of submitting contract requests for Legal/Contract assistance.
Review the following terms and conditions which govern all use of the Denomas.com website, or any other website owned and operated by Denomas which incorporate these terms and conditions (the “Website”), including all content, services and support packages provided on via the Website.
Review our various marketing events and how to sign up and participate.

Denomas Customer Support Team

Review the Denomas Support Team Handbook, which is the central repository for why and how we work the way we do.
Sign up for Zendesk Light Agent.
Visualize the process a customer might experience if they submit a support ticket to our support team. Review the different issues a customer might experience to understand some of their pain points.

Last modified November 29, 2023: big update (17188382)