1,000

CLIENT

QUESTIONS

SALES RELATED QUESTIONS

 

From Big Data Analytics Project:

 

  • What is the average deal size of Competitor X's BDA projects for its applications (not including storage infrastructure)?

  • What selection criteria where important to CSPs when selecting their BDA vendors?

  • Are CSPs looking at telco-specific experience? Someone that understands telco data and processes?

  • Are CSPs looking at the capabilities of vendors to integrate their services with BDA hardware and software?

  • Are CSPs looking at the capabilities of vendors to provide data science services such as domain pods in specific domains such as networks, customer care, operations, marketing B2C, etc.?

  • Are CSPs looking at the capabilities of vendors in administrative services such as data engineering, Extract, Transform, and Load (ETL) capabilities, data management capabilities, etc.  

 

From BTS Antennas Project:

 

  • Who are the preferred BTS antenna suppliers for CSP X?

  • Does CSP X prefer to purchase BTS antennas: (i) Directly from the manufacturer; (ii) As part of an OEM ‘bundle’ with the choice to select the preferred antenna brand; (iii) From an OEM that manufactures its own antenna brand and include it as part of the base station equipment?

  • Please describe CSP X's approach to evaluating the strengths and weaknesses of its current antenna vendors? How does CSP X evaluate the products of antenna suppliers such as Competitor A, Competitor B, Competitor C, Competitor D, and Competitor E regarding their pricing?

  • How does CSP X rate vendors such as Competitor A, Competitor B, Competitor C, Competitor D and Competitor E on the basis of their sales strategies and sales approach?

  • How does CSP X rate vendors such as Competitor A, Competitor B, Competitor C, Competitor D and Competitor E on the basis of the quality of their customer support?

  • Besides pure hardware delivery, what are CSP X's vendors delivering in areas such as network planning, installation services, RF Support, education (such as workshops, webinars, etc.)?

 

From E-Commerce Platforms Project:

 

  • What were the main reasons to choose E-Commerce Platform X at CSP Y? How did E-Commerce Platform X differentiate itself from the competition? Did they deliver on their promises?

  • When did the E-Commerce Platform X implementation start at CSP Y? When did the project go live? What were its phases? What was the TTM of each phase vs. the original pre-sale promises?

  • Are there plans to extend E-Commerce Platform X's footprint in the CSP Y? To which domain?

  • What are the 3 main reasons why CSPs should implement E-Commerce Platform X?

  • What are the 3 main reasons why CSPs should not implement E-Commerce Platform X? 

 

From Contact Centre Solutions Project:

            

  • In your experience, what are the sales and partner strategies of Vendor X? Who are their key customers, key partners, key wins and losses, leading partners per geography and per type, largest deployments, etc.

  • What are the best practices for winning POC employed by Customer Journey Mapping Vendor X?

  • What are the POC challenges met by Customer Journey Mapping Vendor X?

  • What are the sales and partner strategies of Customer Journey Mapping Vendor X? (Key customers, key partners, key wins and losses in 2016, leading partners per geography and per type, largest deployments)

  • Is Customer Journey Mapping Vendor X moving to sales through direct sales, or through channels?

  • Is Customer Journey Mapping Vendor X going direct in the US market and through partners in rest of the world?

  • Does Chat Solution Vendor X bundle chat/text recording with its Quality Management and Analytics solutions?

  • What is Chat Solution Vendor X doing to increase and expand sales? (By introducing additional features? By targeting increased volume?)

  • What are Workforce Optimization Vendor X's Sales and partner strategy (Key customers, key partners, key wins and losses in 2014, leading partners per geography and per type, largest deployments)?

  • What are the main challenges with Workforce Optimization Vendor X's sales process?

  • What is Workforce Optimization Vendor X's approach to upselling and cross-selling their solutions? (How modular is it? What is their upsell and cross sell strategy?)

  • Does Customer Experience Platform Vendor X offer Pilots with their sales flow?

  • What is Customer Experience Platform Vendor X's number of regional sales people?

 

From Internet of Things project:

            

  • Please describe Home IoT Platform Vendor X's sales strategy.

  • What are Home IoT Platform Vendor X's target markets within Service Providers?

  • What are Home IoT Platform Vendor X's sales strategies used for each of these verticals?

  • For the regions it has a global presence in, what are the respective sales channel strategies used by Home IoT Platform Vendor X?

  • What are IOT Asset Management Vendor X's key selling points?

 

From Network Function Virtualization Project:              

 

  • For NFV projects that your organization may be considering/trialing/using, who is the buying center for NFV orchestration at your organization?

  • For current or future NFV projects that you may be considering at your organization, what is the budget range for Network Functions?

  • Of the budget allocated for NFV projects that your organization may be considering/trialing/using, what is the expected share for NFV Orchestration?

  • What are the ongoing trends that are changing the way traditional subscriber data management and consolidation is managed and implemented?

MARKETING RELATED QUESTIONS

 

From Big Data Project: 

 

  • When it comes to pricing of hardware, what type of pricing model did Competitor X encounter from its hardware vendors?

    • - an up-front fixed license price for the Data Warehouse hardware?

    • - a fixed license price spread out over 2 – 5 years for the Data Warehouse hardware?

    • - Hardware costs were covered in the fee that was charged to CSPs as part of the solution offered?

  • What licensing criteria best describes how Competitor X's hardware vendors charged for their Data Warehouse hardware license?

    • - Hardware Licensing was on a per subscriber basis (eg., per 100,000 or per 500,000 subscribers). After a certain threshold has been reached, another license must be purchased.Terrabyte throughput). After a certain threshold has been reached, another license must be purchased.

    • - Hardware Licensing was on a throughput basis (eg., per

  • When it comes to pricing of software, what type of pricing model did Competitor X provide to its CSP customers?

    • - an up-front fixed license price for the software

    • - a fixed license price spread out over 2 – 5 years for the software

    • - Software costs were covered in the fee that Competitor X charged as part of the solution offered to CSP customers

  • What licensing criteria best describes how Competitor X charged for its BDA software license?

    • - Software Licensing is on a per subscriber basis (eg., per 100,000 or per 500,000 subscribers). After a certain threshold has been reached, another license must be purchased.

    • - Software Licensing is on a throughput basis (eg., per Terrabyte throughput). After a certain threshold has been reached, another license must be purchased.

    • - Software Licensing in on a right to use model (i.e., growth of subscribers / transactions / users. This model is measured and charged on a frequent basis (monthly / yearly) and different from the "Perpetual" model where you charge once for perpetual license).

    • - Software Licensing is not dependent on either the number of subscribers or information throughput.

  • When it comes to pricing of data science services, what type of pricing model did Competitor X provide to its CSP customers?

    • - Time & Material-based Fees for services

    • - Fixed Fee where the scope of the project is well-defined

    • - Data Science Services fees were covered in the overall solution offered

  • What criteria best describes how Competitor X charged for data science services fees for its BDA platform:

    • - Data Science Services fees are on a per subscriber basis (eg., per 100,000 or per 500,000 subscribers)

    • - Data Science Services fees are on a throughput basis (eg., per Terrabyte throughput)

  • When it comes to pricing of administrative services, what type of pricing model did Competitor X or its service provider charge its CSP customers?

    • - Time & Material-based Fees for administrative services

    • - Fixed Fee for projects where the scope of the project is well-defined

    • - Administrative Services fees are covered in the overall solution offered

  • What criteria best describes how Competitor X pays for administrative services fees for its BDA platform:

    • - Administrative Services fees were on a per subscriber basis (eg., per 100,000 or per 500,000 subscribers)

    • - Administrative Services fees were on a throughput basis (eg., per Terrabyte throughput)

 

From BTS Antennas Project:

 

  • What is Competitor X's pricing strategy with respect to different customer groups (operators, OEMs, etc.)

  • How does Competitors X’s pricing strategy differ according to various regions?

  • What was Competitor X’s turnover and operating margin in 2014 for the following product groups: i. Passive base station antennas; ii. Active base station antennas?

  • What are some of the key pricing strategies currently in use in this market?

  • In the opinion of CSP X, which vendor offers the best pricing approach to their antenna products?

  • What approach does Competitor X offer?

  • What is their price per unit for various types of antennas in place in CSP X?

  • Does Competitor X offer volume discounts? If so, how much? At what levels do these volume discounts start?

  • How is Competitor X's antenna pricing packaged within a turnkey solution?

 

From Carrier E-Commerce Platforms Project:

 

  • What was the initial budget for the project to implement E-Commerce Platform X in CSP Y – license & deployments? And what was the reality?

  • Did the initial project scope include

 

From Contact Centre Solutions Project:

 

  • What is the licensing method for digital channels such as Chat used by Chat Solution Vendor X? (Perpetual? or SaaS?)

  • How does Chat Solution Vendor X bill for its Chat solutions?

  • On which UOM (unit of measure) does Chat Solution Vendor X base their pricing / quoting?

  • Is pricing based per user, per connection, or by data?

  • Is there more than one unit of measure per channel or per customer size? Or is it a combination?

  • If data volume is the UOM, how does Chat Solution Vendor X bill for chat? By number of interactions? By number of end users of the service?

  • What are Workforce Optimization Vendor X's revenue model and the value it represents.

  • What is the pricing structure for the Workforce Optimization Vendor X product A, B, C? What are the usual discounts offered? What are the average deal sizes?

  • What is the customer payment model (monthly/annually, etc.) used by Customer Experience Analytics Vendor X?

  • What is the average annual account value of Customer Experience Analytics Vendor X?

  • What is the ratio between licensing revenue and services revenue at Customer Experience Analytics Vendor X?

 

From Managed Security Solutions Project:

 

  • What are the potential deal sizes for Enterprise / mid-size businesses, for example Security Operations Centres % as part of these MSS deals

  • Does CSP X have any challenges in pricing / bundling of MSS services to its business customers?

  • Does CSP X see any challenges around the ordering process of managed security services, especially for mid-sized customers?

 

From Internet of Things Project:

 

  • Please describe the typical pricing models used for Product X of Home IOT Platform Vendor Y?

  • Is Home IOT Platform Vendor X's pricing a perpetual license model or an annual license model?

  • Is Home IOT Platform Vendor X's pricing based on a time-based or utility based model?

  • Is Home IOT Platform Vendor X's licensing dictated by average / maximum usage?

  • What are Home IOT Platform Vendor X's typical pricing packages?

  • What are Home IOT Platform Vendor X's customization and tactics used for providing pricing discounts?

  • What conditions dictate the approval and amount of the discount offered by Home IOT Platform Vendor X?

  • Are customer case-specific modifications made to the pricing deployed by Home IOT Platform Vendor X?

  • What is the fee structure used for Home IOT Platform Vendor X products?

  • Is the fee structure deployed by Home IOT Platform Vendor X Freemium, Fixed fee, or other? Please describe the price-points for this model?

  • When Home IOT Platform Vendor X implements a Freemium model, do they charge a monthly fee when their customer doesn't charge it from the end users?

  • Does Home IOT Platform Vendor X charge more for extra services such as home automation or is it based on a fixed fee model?

  • What are the main factor that the pricing of Product X from Home IOT Platform Vendor Y is dependant on?

  • What are the price points of Home IOT Platform Vendor X based on the following:

    • i. $/periods

    • ii. $/active accounts?

    • iii. $/ x licenses?

    • iv. $/connected panels?

    • v. $/ additional services?

    • vi. Or % of the sum paid by user?

  • Does Home IOT Platform Vendor X have different pricing strategies for different verticals (telco, utilities, etc.)?

  • Does Home IOT Platform Vendor X have different pricing mechanisms for different type of SPs?

  • What are their price-able items of Home IOT Platform Vendor X's solutions?

  • What are Home IOT Platform Vendor X's maintenance and service license structures?

  • Does Home IOT Platform Vendor X charge for upgrades? How much do they charge for upgrades?

  • Does Home IOT Platform Vendor X charge for trainings? How much do they charge for trainings?

  • Does Home IOT Platform Vendor X charge for integration with other services? How much do they charge for service integration?

  • Does Home IOT Platform Vendor X charge for customizations?

  • What are the percentage requirements for their SLAs? For eg: 100% uptime etc.

 

From Network Function Virtualization Project:

 

  • Please describe the typical pricing model of NFV-Orchestration (NFV-O) solutions that are being considered/trialed/used by your organization.

  • In your knowledge, what are the typical growth factors that are used to determine sizing and the resulting price of NFV-O solutions? For example: per VMs, CPU sockets, CPUs, datacenters, etc.

  • Please explain how the usage statistics are measured for these growth factors. For example: by average, by max, etc.

  • Please provide an example of how the price is calculated if more than one growth factor is applied.

  • Please explain how the price per growth factor would change if the capacity of the growing factors changes. For example: If a single CPU socket can now run 1000 VMs and not 100VMs, will the price per CPU socket change?

  • Please provide an example for the size of the system (CPU sockets, VMS, etc.) and Network Functions implemented that would lead to the minimal initial license price.

  • In your knowledge of NFV Orchestration offerings available in the market, please provide example pricing points for NFV Orchestration. I.e. – example of system size and matching price point.

 

From OSS / BSS Systems Project:

 

  • What was the revenue breakdown between licensing and services for Online Charging Solution Vendor X?

  • Can you describe what licensing model Vendor X used for their online charging system?

  • What is the price per subscriber for Vendor X’s Online Charging system? Is the preferred price amount dependent on the local ARPU (for example: low ARPU regions would prefer paying less per subscriber) or by the type of subscriber serviced?

  • Please describe your opinion on Vendor X's revenue model, and the benefits of a per subscriber pricing structure as opposed to a per user pricing structure.

  • What is the typical ratio between pre-paid licenses vs. post-paid licenses purchased by CSPs?

  • What is the typical ratio between Residential licenses vs. Business customer (SMB and Enterprise) licenses purchased by CSPs?

  • Please describe the key components of the license fee.

    • What does the base fee include?

    • What are the key use cases?

    • Are use cases generally included in the base fee or is the base fee bare-bones?

    • Can you run a base system or do you have to add use cases?

    • What are you willing to pay an additional license fee for?

    • What are the price-able components (i.e. which components have a list price)?

    • Is maintenance paid on the list price or the net price?

    • Please describe the license fees for the following components: Notification Manager, Features (such as VoLTE charging), which are a part of online charging. 

 

 

BROWSE QUESTIONS IN ADDITIONAL AREAS:

 

PRODUCT MANAGEMENT          

                                                                  PRICING

                                  STRATEGY

                                                                   MARKETING

                                          SALES

                                                                   CHANNEL PARTNERS 

Every year, we answer thousands of client questions impacting every aspect of our clients' operations. 

Here are a few sample lists of these questions, under the different areas of interest:

Copyright © 2007-2019 Linx Research and Strategy Ltd. All rights reserved.​​