1 / 4

CommandCentral Qualifying Questions

CommandCentral Qualifying Questions. Ask the following qualifying questions:. Listen for the following responses:. What are your current IT initiatives?.

iparnell
Download Presentation

CommandCentral Qualifying Questions

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. CommandCentral Qualifying Questions Ask the following qualifying questions: Listen for the following responses: What are your current IT initiatives? Storage re-purposing, data migration, storage tiering, SAN management/consolidation/SRM, provisioning efficiency, process & service level adherence, tool minimization What are your highest priority challenges w/ storage? What are your Top challenges with backup and restore? (Sr. Mgt., App. Mgrs., LOBs) Need tiered storage, storage consolidation, mgt. of heterogeneous storage, rapid deployment, need charge back, no visibility (need a portal), standardization of processes, no workflow Who owns responsibility for provisioning servers in your environment? How are the servers being provisioned? Owner(s)? QA Lab, Blade deployments, .. Do you have challenges with your H/A offerings? Do not have a mechanism to measure application performance, availability, etc. * If you hear these responses, engage with CommandCentral

  2. CommandCentral Sales Cycle Tasks Topics Uncover Pain/Needs, Present Family, Determine fit - Next Step??? I. CommandCentral presentation to mid-management, architects, administrators Customer speaks, VERITAS listens (alignment – help with internal business case) II. Customer Needs / Requirements session Project, Budget, Timing, Resources, Couple with current transactions . . . III. Qualifying Qs & constant validation IV. Champion to sponsor CC briefing with Sr. MGT, CIO, CTO IT Initiatives, Business Alignment, $$ROI, Utility Computing See, feel, touch – work as advertised V. CC Demo (on-site, webcast, VRTS lab...) VI. Corporate visit – CommandCentral PM Utility computing, CommandCentral focus session

  3. CommandCentral Observations What’s Working What’s Not Working Late entry Square-Peg: Painted into corner Step ahead of the competition – get in early Set “unfair” bar / Beyond box Comfort tunnel Limits value Ask the right Questions: Know your customer systems, front-ends, initiatives, etc. Stand alone deal Exposure & long sales cycle Leverage Power of the “Transaction” Win the deal financially / urgency Mass naming confusion Who’s what now / Avoid “framework” Simple, consistent message Helping deliver internal services Selling-Point-Tools Backup reporting tool Selling-the-Family CommandCentral Service, Storage & Availability Selling to administrators Threat, work, no value proposition Top Down / Bottom Up Selling Value Proposition for all 3 groups Do-it-alone Use the CommandCentral Experts

  4. CommandCentral Sales Summary • All customers require tools to manage their storage and backup environment • Customers have budgets for IT initiatives • Solve the tactical need first to build credibility • Position complete CommandCentral package for following phases of initiatives • VERITAS advantage: CommandCentral becomes core of existing technology CommandCentral is an inexpensive, high value proposition!

More Related