Selling the EDPS Engagement

Now that you’ve identified qualified customers, you’re ready to sell the customer on the value of deployment planning through EDPS. The four key steps in the EDPS sales process are outlined below to assist in planning a sales approach. These can also be used for closing leads in the partner’s new and existing customer accounts:

• Prepare – Learn about the customer, prepare conversational goals
• Probe – Take the time to understand the customers business pains and determine the impact on their organization
• Prove Value – Identify and convey business value of deploying Exchange Server within the customer’s organization
• Qualify – Ensure that the client is eligible for the EDPS engagement To acquire the skills and knowledge needed to sell the EDPS engagement, view thel tools and resources in the Sales and Marketing Readiness section.

Program Scope & Customization

During the EDPS sales process, it’s important to understand the scope of the EDPS program and understand how you can customize the program to meet your customers needs. To learn more, view the Engagement Learning section.