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Engaging Customers to Uncover Opportunities

Engaging Customers to Uncover Opportunities. Ron Hardy Vice President, Product Management and Marketing August 27, 2012. Most Frequent Topics. BYOD/Mobile Consumerization Cloud IT Transformation Disaster recovery/data center consolidation B2C and B2B customer interactions Big Data

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Engaging Customers to Uncover Opportunities

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  1. Engaging Customers to Uncover Opportunities Ron Hardy Vice President, Product Management and Marketing August 27, 2012
  2. Most Frequent Topics BYOD/Mobile Consumerization Cloud IT Transformation Disaster recovery/data center consolidation B2C and B2B customer interactions Big Data Staff and management skills
  3. Deliverables Position paper per topic that contains; Description Market segmentation focusing on target audience Vertical industry dynamics Buyer roles and areas of interest Significant trends Challenges and pains NetIQ’s market assertion Discussion topics that drive opportunity identification and alignment
  4. Mapping to the Simple Sales ModelSituational Fluency Leads to Right Solution Fundamental to the successful execution of the Simple Sales Model! Become fluent in the business issues facing the majority of your customers Be credible in your conversations with the right people at the right time Ask questions that show you understand Get access to the decision makers in the organization AND… Create and deliver the right solution picture That includes NetIQ technologies
  5. Enabling Customer-centric Conversations IT Transformation Big Data Business Continuity / Disaster Recovery Cloud Consumerization of IT / BYOD Business Interaction / B2x Sales Enablement Deliverables (per topic) Webcast Schedule Conversation Cards Sales Conversation Guides On-demand Curriculum NetIQ U training Focus September October October November January
  6. Solution Topic Webcast Plans Map Webcasts to Demand Gen Activities Demand Gen Theme: Cloud September Webcast Plans Sept 10 and 17: What is the Cloud? Why all the hype? What are the business concerns and challenges? How do I engage in business discovery? Sept 24 and Oct 1: Scenarios on how and where NetIQ products help organizations address their pains and meet Cloud priorities specific to Identity, Security, and Access October Webcast Plans Additional Cloud-related topics pertaining to mobile computing, devices, and NetIQ value Future Topics (dates tbd based on field demand gen activities) Comsumerization of IT/BYOD Big Data Business Interactions / B2x Business Continuity / Disaster Recovery
  7. Questions?
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