Professional Documents
Culture Documents
SALES PLAYBOOK
EXECUTIVE SUMMARY
Provocation
Insight
Technical Leadership
Consumption
DevOps onDemand, Business Logic/Apps onDemand (AppStacks such as: Bitnami Apps, CRM in 30
seconds, etc.), ITOps onDemand, Utility Consumption, Core IT Services
CUSTOMER MESSAGING
for Operational Leaders
Customers Title /
Focus Area
Customer Challenge
How Do We Does It
Title:
Head of IT (CIO, CTO,
VP Operations, etc.)
- Expensive to Design
and deploy IT
infrastructure
- Shrinking budgets, but
need to do more
- Security issues
(hacking/internal risks)
- Predictable
performance, capacity
& capabilities
- Keeping lights on vs.
innovating for business
excellence
Focus Area:
TCO, Risk, SLAs, CapEx
& OpEx control, agility
& responsiveness to
business
Downtime solved by
seamless failover as well
as additional as needed
DR appliances
License model
fundamentally disruptive
to cloud compute
universe because we can
scale as needed with no
software true-up
Time to value, low cost
build process
CUSTOMER MESSAGING
for Financial Leaders
Customers Title /
Focus Area
Customer Challenge
How we do it
Title:
CFO, COO, Line of
Business owners, VP
Finance
- Lower TCO
- Reduce IT downtime and overall
business impact minimizing costs
- Reduce CapEx and OpEx over X
Period of time (based on
customers specific models)
- Complex procurement
processes
- Investment/lifecycle
protection
Focus Area:
ROI (Net Present Value,
Discounted Cash Flow,
Budgetary, etc.), Risk
(governance,
compliance,
operational, regulatory,
revenue, etc.)
;-)
PROVOCATION SELLING
INSIGHT SELLING
When to Engage
TECHNICAL SELLING
CONSUMPTION-BASED SELLING
Per vCPU, Per VM, Per # of Users, Per AppStack, Per Hour/Day/Month
All these different consumption models are opportunities for Converged
Systems to sell. PROVIDED of course, we can position our products with per
vCPU, etc. pricing models as well as consult and advise customers on how to
set up our products to deliver these consumption-based computing delivery
mechanisms.
Consult with customers, provide advisory services on how to acquire ITaaS
and PaaS via consumption-based procurement/delivery models.
CUSTOMER TYPES
Stimulated to
look
Interested
Options
Evaluating
Preferred
choice made
Final
Approval
Implement
- Watching
trends
- Observing
Competitive
Activities &
benchmarks
- Comfort
zone
- Problem(s)
occur
- Problem(s)
analyzed
- Problem
result(s)
assigned
consequences
- Can it be
solved?
- Is it worth
solving?
- What
Options are
available?
- Identify
stakeholders
- Research
possible
options and
solutions
- Establish
functional
requirements
- Draft internal
ROI
requirements
- Explore possible
options
- Narrow down list
of options
- Reconfirm
requirements
- Update the
business case/
ROI/NPV
opportunity costs
- Conduct
detailed
eval of
serious
options
- Obtain
stakehol
der buyin
- Finalize
the
business
case
- Finalize the
contractual,
legal and
commercial
Ts & Cs
- Get
references
- Confirm
decision
- Obtain
internal
purchase
request
- Submit
final
proposal
/ paper
work for
order
- Validate
decision to
buy
- Install /
configure
solution
- Feedback
&
advocacy
Business Case
Development
coach customer
through
Requirements
and needs
defined
Reduction of
options down to
key choices
Vendor
selection
Business
negotiation
(legal,
financial, etc.)
Place
order
Refinement
of customer
needs,
customer
loyalty
Stage
Buyer
Actions
Criteria Trigger
To move Events
Moves, no
forward
more
capacity, etc.
CUSTOMER DELIVERY
RESOURCES (needed!)
Discounted cash flow ROI analysis for cloud deployment tool/TCO tool.