Security and Sales Plays

Observability and Sales Plays

This course will cover Sumo Observability, App Modernization, Application Observability, and Digital Customer Experience. The course will start with an introduction to observability and its benefits. Then, we will cover the various types of data that can be collected with Sumo Observability, how to collect and query this data, and how to use it to troubleshoot and improve your applications. Next, we will discuss application modernization, including how to migrate legacy applications to the cloud and how to modernize your application architecture. Finally, we will cover digital customer experience, including how to collect and analyze customer data, how to use this data to improve your customer experience, and how to troubleshoot customer issues. Pipeline and Deal Forecast Management with Clari: This section of the course will cover how to effectively manage your pipeline and deals using Clari. You will learn how to forecast your pipeline and deals, and how to use Clari to your advantage. Value-based Sales Methodology: In this section of the course, you will learn about value-based selling. You will learn how to identify the needs of your customers and how to sell them the value of your products and services. Demoing the Sumo Logic Products: In this section of the course, you will learn how to effectively demo the Sumo Logic products. You will learn about the features and benefits of the products, and you will also learn how to demo the products in a way that is engaging and informative. Negotiation Tactics: In this section of the course, you will learn about negotiation tactics. You will learn how to effectively negotiate with customers, and you will also learn about common negotiation mistakes. Presentation Skills: In this section of the course, you will learn about presentation skills. You will learn how to effectively present your products and services, and you will also learn about common presentation mistakes.

Scrimmages and Role Plays for Systems Engineers

In this module, Sumo Logic systems engineers will demonstrate practical skills and competencies related to their role, including discover calls, demos, and simulated events. The course will conclude with a substantive review of the learner's approach and performance. Systems Engineer Discovery Call Role Play: In this course, systems engineers will learn how to communicate effectively with potential customers during discovery calls. They will role-play various scenarios in order to practice their skills. Additionally, they will receive feedback from their peers and instructors in order to improve their performance. Systems Engineer Demo Role Play: In this course, systems engineers will learn how to effectively demonstrate Sumo Logic's capabilities to potential customers. They will role-play various scenarios to practice their skills. Additionally, they will receive feedback from their peers and instructors to improve their performance. Systems Engineer Manager Security Scrimmage Review: In this course, systems engineer managers will review a security scrimmage. They will analyze the various scenarios played out and provide feedback to the systems engineers on their performance. Additionally, they will identify areas of improvement and offer suggestions on how to avoid similar mistakes in the future. Systems Engineer Manager Observability Scrimmage Review: In this course, systems engineer managers will review an observability scrimmage. They will analyze the various scenarios played out and provide feedback to the systems engineers on their performance. Additionally, they will identify areas of improvement and offer suggestions on how to avoid similar mistakes in the future.

Systems Engineer Development

This course is designed to expose Sumo Logic systems engineers to sales fundamentals. This course will cover the following topics in detail: Salesforce.com: In this course, participants will learn about Salesforce.com and how it can be used to improve sales productivity. Topics covered will include an overview of the Salesforce.com interface, how to manage sales opportunities and accounts, and how to create and customize reports. Participants will also learn how to use Salesforce.com to collaborate with colleagues and customers. Gong Overview: In this course, participants will learn about Gong, a powerful sales intelligence tool that provides real-time insights into customer interactions. Topics covered will include an overview of the Gong interface, how to use Gong to listen in on sales calls, and how to generate reports and analysis based on customer interactions. Participants will also learn how to use Gong to coach sales reps and improve sales productivity. Sumo Demo Environment: In this course, participants will learn about the Sumo Demo Environment, a powerful tool that allows sales reps to practice their pitches in a realistic sales environment. Topics covered will include an overview of the Sumo Demo Environment interface, how to create and customize demo scenarios, and how to use the Sumo Demo Environment to coach sales reps and improve sales productivity. Confluence/Wiki: In this course, participants will learn about Confluence, a powerful collaboration tool that allows teams to create and share documents, diagrams, and other information. Topics covered will include an overview of the Confluence interface, how to create and edit pages, how to add and manage attachments, and how to