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CommandCentral Qualifying Questions

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

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CommandCentral Qualifying Questions

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  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 Do you have visibility throughout your storage and backup environments? Do you have a method to aggregate information across disparate domains? Need a method to inventory IT infrastructure, require a centralized tool that provides information across SAN, NAS and DAS, as well as multiple backup domains * 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 What product is what at VERITAS now? Simple, consistent message Helping deliver internal services Selling-Point-Tools Backup reporting tool Selling-the-Family CommandCentral Service and Storage 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!

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