Discovery Questions | Partners | Archera
Discovery Questions
What cloud providers are you currently using?
- Archera supports AWS, Azure, and GCP.
What are the main services you use on your cloud provider(s)?
- Archera can help customers optimize their rate for specific services on AWS, Azure, and GCP. Here's a list of supported services.
Are you currently using commitment tools like Reserved Instances or Savings Plans (AWS) / Reserved VMs (Azure) / CUDS (Google)?
- If NO, depending on their total cloud spend, there is likely a large opportunity for them to save money.
- If YES:
- Are you utilizing 1- and/or 3-year commitments?
- The answer to this will likely be "only 1-year" or "a mix". This tees you up to ask:
- If you could commit to only 30 days instead, would you use commitments more?
- If they answer yes, they are a qualified prospect.
- Are you utilizing 1- and/or 3-year commitments?
Optional Questions (200-300 level FinOps questions)
What is your current commitment coverage?
- This question will make sense to audiences familiar with FinOps. They will answer with a percentage. Here's what it will mean:
- 0-50%: Large opportunity to save but the person you're talking to will have many ideas about how they are going to do that.
- 50-70%: This person knows that there is more that they can do to save and is likely working closely with engineering to figure out how to optimize spend by "rightsizing" workloads.
- 70-90%: This person knows what they're doing and are probably running a tight shop. They'll have heard many pitches for cloud cost optimization tools. They will be having a difficult time increasing their commitment coverage because it will typically require a lot of engineering effort. Archera's 30-day offering will be interesting to them.
- 90-100%: This is either a small shop that covered all of their spend with a few commitments (small opp) or a very large enterprise with a dedicated team that manages cloud spend. Their ability to eke out more dollars from cloud optimization likely means a bonus for them and their team. You are talking to a seasoned professional who likely works across Finance, Engineering, and other teams to make sure they are keeping a tight watch on spend across the board. Archera's 30-day Insured Commitments will be very interesting to them. Archera's 1-year Insured Commitments will also pique their interest if they find out that the savings rate is higher than normal 1-Year Cloud Commitments.
- This question will make sense to audiences familiar with FinOps. They will answer with a percentage. Here's what it will mean:
Do you currently have a PPA or MACC with AWS / Azure or are you thinking about negotiating for one?
- If they CURRENTLY HAVE A PPA OR MACC, tease Archera's Shortfall Recovery Services.
- If they are GOING TO NEGOTIATE A PPA OR MACC, tease Archera's PPA Shortfall Insurance.