Discovery Questions

1. What cloud providers are you currently using?

   • Archera supports AWS, Azure, and GCP.

2. 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.

3. 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.

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Optional Questions (200-300 level FinOps questions)

1. 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.

2. 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.