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Games for Structured Outcomes in Complex Solution Sales

Games for Structured Outcomes in Complex Solution Sales. Paul J Mantey Strategic Business Development – Enterprise Strategy Office, NetApp Fort Collins, CO paul.mantey@netapp.com. Sales?. “… Because it’s you…”. Meet Savannah: My Trusted Advisor. Connecting Needs with Solutions.

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Games for Structured Outcomes in Complex Solution Sales

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  1. Games for Structured Outcomes in Complex Solution Sales Paul J Mantey Strategic Business Development – Enterprise Strategy Office, NetApp Fort Collins, CO paul.mantey@netapp.com

  2. Sales? “… Because it’s you…” NetApp Confidential - Internal Use Only

  3. Meet Savannah: My Trusted Advisor NetApp Confidential - Internal Use Only

  4. Connecting Needs with Solutions NetApp Confidential - Internal Use Only

  5. Early Trials at HP (2007 – 2009) • Success: We played some games with customers! • Engaged with 4-5 customers, 1-2 internal groups • Overwhelmingly positive customer feedback: • “Thank you so much for making this meeting about me, and not about you.” • Positive sales team feedback: • “I’ve learned more about this customer in the last 2 hours than in the previous 2 years.” • Challenge: Getting executive-level clients to engage • Defining an engagement up-front • Crisp, clear value statement • Challenge #2: Getting sales teams to engage • “I’m going to play games with my customers? Seriously?!” • “I can’t possibly facilitate that…” NetApp Confidential - Internal Use Only

  6. Early Win at NetApp (2010) For more information, contact Paul Mantey: (970) 449-3906 NetApp Confidential - Internal Use Only

  7. Throwing Speedboats at (Unsuspecting) People… NetApp Confidential - Internal Use Only

  8. And then taking them out for (good) beer… NetApp Confidential - Internal Use Only

  9. With Insights from Tyler the Beer Dude… • Bet Big to Win Big • Leveraging Your Infrastructure • Reduce/Re-use/Recycle • Tours • Know Your Market • Look for People Who Like Craft Beer • Not targeting all 50 states • Grow with the Market • Fix the Relationships when Sales Lag • Lead with Your Strongest Offering • Be Passionate About What You Do NetApp Confidential – Limited Use

  10. Created Lightning in a Bottle! • From project concept to production in 10 months • Federal Project • FISMA Moderate Certified • Business case • Architectural Blueprint • Close bonding as a team: • “That stupid Speedboat activity was amazing. We went from four companies, each expecting a power point bath to a tightly-knit team with a great understanding of where we could go together.” - Wayne Plourde, CSC NetApp Confidential - Internal Use Only

  11. Isn’t it amazing what we can accomplish while having fun? NetApp Confidential - Internal Use Only

  12. The Big Opportunity Line of Business Business Processes Application Development CEO Infrastructure Operations Infrastructure Architecture $$$$$ $$$$ $$$ NetApp typically calls here $ NetApp Confidential - Internal Use Only

  13. Defining Some Terms • Agility @ Scale = Agile Development Methodologies + Agile Data Infrastructure NetApp Confidential - Internal Use Only

  14. Bringing Worlds Together Predictability Challenge the Status Quo Consistency Creativity Think Outside the Box Risk Taking Risk Avoidance Process Driven Development Delivery NetApp Confidential - Internal and Partner Use Only

  15. The Best of Both Worlds Challenge the Status Quo Consistency Predictability Creativity Think Outside the Box Process Driven Collaboration Flexibility Speed Scale NetApp Confidential - Internal and Partner Use Only

  16. Agile Discovery Workshop - Pilot • Goals: • Collaborative business case development • Tackle complex issues unsolvable by single entities • Identify key success factors • Games Played • Recommendations • Clarify design goals • Define full lifecycle solutions • Conduct “Whole Product” analusis • Develop clear pictures of the infrastructure and services NetApp Confidential - Internal Use Only

  17. Defining Some More Terms • Agility @ Scale = Agile Development Methodologies + Agile Data Infrastructure • Agility @ Business Scale => Applyinh agile concepts beyond development and delivery to the entire enterprise (Marketing, Sales, HR, Legal, etc) NetApp Confidential - Internal Use Only

  18. Agility at Business Scale Innovation Productivity Flexible Infrastructure Accelerated DevOps Development Marketing Sales Sustainability Growth Business Analytics OperationalExcellence Delivery NetApp Confidential – Limited Use

  19. Questions for You • How do we position Workshops for Agility @ Business Scale? • What do we call them? • Where do we go from here? NetApp Confidential - Internal Use Only

  20. NetApp Confidential - Limited Use

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