UNCLASSIFIED. Open Brief. Surface Cut.
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Field Radar
Cloud exits get cheaper
Amazon Web Services (AWS) waives egress; United Kingdom (UK) tightens payment terms.
🔒 Also Inside
→ Runbook Ready: Pricing, payment terms, peer proof
→ Proof Kit: Clean Exit 1-day lab
→ Trigger Metric: Egress spend over GBP 25k
→ Boss Mode: 30-day terms and security 27001 mapping
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🔒 CLASSIFIED. Operator Brief. Deep Cut.
Field Radar
Two buyer frictions just moved.
Cloud exit costs are falling. Amazon Web Services (AWS) now waives data transfer out when customers leave AWS, which removes a common objection on “egress fees”.
🔗 AWS Blog →
In the UK, prompt payment rules tighten from 01 Oct 2025. To sell to the government, suppliers must average 45 days or fewer, with 95% paid within 60 days.
🔗 UK Prompt Payment Policy →
MEDDPICC → Decision Criteria | Stage → 1. Discovery & Qualification
Runbook Ready
Adjust talk tracks and commercials in one week.
Move 1, pricing. Replace any “egress recovery” line with a written note that fees are no longer charged when leaving AWS, and explain the impact on total cost. Source above.
Move 2, payment terms. For UK public sector, set default terms at 30 days, cite prompt payment rules, and put subcontractor clauses at 30 days to stay compliant. 30 Jul 2025. 🔗 UK Prompt Payment Policy Guidance →
Move 3, social proof. Add third-party review links to the follow-up mail. G2’s 2025 report shows buyer behaviour skews to peer evidence.
🔗 2025 G2 Buyer Behaviour Report →
MEDDPICC → Paper Process | Stage → 2. Solution Mapping & Validation
Proof Kit
Make switching cost visible and win the lab.
Design a 1-day, read-only test called “Clean Exit”. Steps:
Snapshot 1–5 TB of non-sensitive data.
Export to neutral storage over standard protocols.
Time the export and measure throughput, errors, and operator effort.
Compare to buyer’s decision criteria, including ISO 27001 control coverage mapping.
Technical Win signal → {S3 export of 5 TB at ≥2 Gbit/s with zero integrity errors, witnessed by cloud architect}.
🔗 ISO 27001:2022 Annex A Controls Explained →
MEDDPICC → Decision Criteria | Stage → 5. Technical Win Secured
Trigger Metric
Score accounts for near-term movement.
Metric: “Historical egress spend, last 12 months.” Threshold: ≥ GBP 25k or ≥ 5 TB exported. Why it matters: if egress has been a blocker, the AWS waiver removes it.
🔗 AWS Blog →
Where to find: cloud bills, finance tagging, or the data transfer line item in the cost tool.
MEDDPICC → Metrics | Stage → 1. Discovery & Qualification
Boss Mode
Governance for heads of presales.
Inspection questions for deals in the UK public sector:
Do our order forms and sub-contracts state 30-day pay-down, and do we track it?
🔗 UK Prompt Payment Policy →
Are Stage 3–5 proofs mapped to ISO 27001:2022’s four control themes in Annex A, visible to the auditor persona?
🔗 ISO 27001:2022 Annex A Explained →
30-day experiment: mandate “Clean Exit” in all PoCs with 5 TB or more, and require a single-slide evidence pack signed by the buyer’s cloud architect.
MEDDPICC → Decision Process | Stage → 4. Objection Handling & Technical Championing
Glossary
Sales Engineering Stages: 1—Discovery & Qualification, 2—Solution Mapping & Validation, 3—Demo | PoC | Technical Evaluation, 4—Objection Handling & Technical Championing, 5—Technical Win Secured, 6—Handoff to Post-Sales / Delivery.
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