Sales Transformation - from v1.0 to 3 On... · 2016-11-21 · Sales Transformation - from v1.0 to...

Sales Transformation - from v1.0 to 3.0

Operational

Technical

IT

Manager

Business

Managers

VPs

CIOs

CFOs

CEOs

Feature, Function & Price Selling with Business Value

Higher Value of

Relationship

Improved Price for

Products and Services

Commodity & Product selling

High discounts

Low competitive barriers

• Contribute to business/IT process

optimization

• Improved operational & IT excellence

• Benefits quantified

• Contribute to business strategy

• Maximizing ROI & TCO

• Create new business

opportunities

Comfort

Zone

Trusted

Advisor

Challenger 3.0

Relationship Builder 1.0

CXO

Line Of Business(application owner)

Business

& finance

Solutions

Products

& specs

Strategy IT Management

IT Operation

IT Architects

IT Specialists

System Admins.

The New Style of Business - Sales Communication…

© MetaView © – For training & coaching purposes only

Business

& finance

Solutions

Products

& specs

Strategy

IT Operation

IT Architects

IT Specialists

System Admins.

The New Style of Business - Sales Communication…

W EBudgets moving out

N

S

Budgets

movin

g u

p →

Executives / CEO

Finance / CFOProduction /

COO

Supply Chain / Director

Sales & Marketing /

CSO & CMOIT / CIO

IT Manager

© MetaView © – For training & coaching purposes only

Outside Forces Are Disrupting Businesses and Government

Internet of Things, Explosion of Devices

New Disruptive Business Models

The Idea Economy

Cloud is redefining how

applications and devices are

written and delivered

No business, industry or

government is safe

Turning ideas into new

products or services has

never been faster or easier

5

The New Style of Business - Sales Communication…

© MetaView © – For training & coaching purposes only

7

Increasing

flexibility &

agility

Boosting

Customer

Experience

Enhancing

Employee

Experience

Enabling

growthReducing risk

Improving

Profitability

Listening to and understanding the business outcomes our

customers wants, and then categorizing them create business value

“Expanding branch count”

“Improving Capex ROI”

“Reducing time to market”

“Prevent security breaches”

“Create tailored offerings”

“Enable bring your own device”

Business Outcomes drives new needs CIO: What are your organization's top business objectives for the next 12 months?

– Performance - Driving operational performance

– Customers - Attracting and retaining customers

– Cost - Reducing operational and/or product costs

– Innovation - Creating new products and services

– Growth - Expanding into new markets & geographies

– Regulations - Dealing with regulatory and geopolitical factors

– Reconfiguration - Acquire/integrate/spin off the business

– Cybersecurity - Strengthening resilience capabilities

– Talent - Development and acquisition of talent

2015 global CIO survey - Deloitte Services LP 2015

9© MetaView © – For training & coaching purposes only

Top 10 SMB Technology Trends

1. Cloud is the new IT infrastructure for SMBs. 2. SMB IT staff and channel partners evolve into cloud managers. 3. SMBs recalibrate IT strategy and spending for a mobile world. 4. The Internet of Things (IoT) comes into focus. 5. SMBs reinvent marketing for the new buyer journey. 6. KPIs trump ROI and TCO as the new “show me” metric. 7. Analytics gets SMB-friendly with “bring your own data” and freemium offerings. 8. It’s time to reimagine work. 9. SMBs place a premium on protection. 10. SMBs opt for an incremental, integrated solutions approach.

© MetaView © 2014 – For training purposes only

Living in the Age of Tectonic Shifts

The InternetClient/ServerMainframe Mobile, Social, IoTBig Data & Cloud

Disrupting the status quo, fundamentally changing how

technology is consumed, delivered and paid for

New Style of Business

© MetaView © – For training & coaching purposes only

1st Generation 2nd Generation 3rd Generation

12

The New Style of Business - Sales Communication…

© MetaView © – For training & coaching purposes only

Transformto a hybrid

infrastructure

Enableworkplace

productivity

Protectyour digitalenterprise

Empowerthe data-drivenorganization

13

Enableworkplace

productivity

Protectyour digitalenterprise

Empowerthe data-drivenorganization

Transform to ahybrid infrastructure

Accelerate the delivery of apps and services to your enterprise with your right

mix of traditional IT, private, and public cloud.

15

Services,

Support & Security

Applications – runs the business

Server

Storage,

Backup/restore

& replication

Networking

Power, Cooling & Facilities

Company ABC

Service Level Agreements

A Traditional Business

© MetaView © 2016 – For training and sales coaching purposes only

A.S.A.P

Limited in choice, Slow in delivery, Inflexible as needs change

Business Users Perception – How IT is!

Business Users

I need…

Public CloudIT Manager

Manual

Complex

Slow

Shadow ITLine of Business

Managers

Security & Compliance

SLA’s

A new category of infrastructure is needed A

pp

lica

tion o

ptim

ize

d

Operations optimized

Improve staff productivity

Simplify deployments

Simplify Infrastructure as a Service

SiloedInfrastructure

Traditional

Converged

Hyper-converged

Composable

SW Definded

18

A Traditional Business

TechnologyProcesses

(Lifecycle)

Support

Partner

ships

Company ABCService Level Agreements

Applications

© MetaView © 2016 – For training and sales coaching purposes only

19

Technology Services Lifecycle

A new category of infrastructure is needed A

pp

lica

tion o

ptim

ize

d

Operations optimized

Improve staff productivity

Simplify deployments

Simplify Infrastructure as a Service

SiloedInfrastructure

Traditional

Converged

Hyper-converged

Composable

SW Definded

Value Based Outcomes -that can be quantified!

SPEED & AGILITY

Time to market, Time to change,

Time to resolution, Time to service

& Time to value

RESOURCE

UTILIZATION

Productivity, Competencies,

Skills uplifting &

Optimization of processes

MONEY SPENDING

CAPEX & OPEX Control,

Economic transparency,

Predictability & Removing

economic waste

MANAGING RISK

Application availability,

Enforcing processes, Proving

Governance and Compliance

& handling audits.

© MetaView © 2016 – For training and sales coaching purposes only

The CURRENT MODE OF OPERATION vs FUTURE MODE OF OPERATION - IMPACT

VS

CURRENT MODE OF OPERATION FUTURE MODE OF OPERATION

© MetaView © 2016 – For training and sales coaching purposes only

Business Users Perception – How IT should be!Today’s IT consumers are all IT ‘Experts’

Order

Deliver

Servers Networks Converged Systems

Software Defined

Storage Cloud

Business Users &

Line of Business

Managers

Enterprise Business App Store

Orchestrated Automated

Efficient Secure

Marketplace Portal

Composable

Strategy examples

Standardization Strategy

Consolidation & Centralization Strategy

Virtualization Strategy

Automation Strategy

Hybrid IT Strategy

© MetaView © 2016 – For training and sales coaching purposes only

TechnologyProcesses

(Lifecycle)

Support

Partner

ships

Company ABCService Level Agreements

Applications

Build agile foundations for your most strategic workloads and requirements

Modernize on-premise IT

for agility and efficiency

25

- Renovate the core

- Design for composability

- Build & deploy to private cloud

- Migrate from AWS

Create platforms to

empower your developers

- Deploy Platform-as-a-Service

- Provide Polyglot tools

- Containerize your business

Leverage managed cloud

for speed and security

- Access a hosted private cloud

- Offload management and

monitoring

- Ensure end-to-end SLAs

Today

Serv

ices:

Tra

nsfo

rmati

on

, F

lexib

le C

ap

acit

y, D

ata

cen

ter

Ca

re

Orchestration

Cloud

Composable

Infrastructure

Converged with

Composable

attributes

Ecosystem

CloudSystem & CSAas building blocks

2016 +

New infrastructure form factors

HPE BladeSystem, HPE ProLiant

DL servers, HPE OneView, 3PAR,

CS700

HPE Synergy

Integrated: Analytics, Configuration Management, Workload

Placement, Hybrid Cloud Broker Services

Path to Hybrid IT – Why HPE is your best choice!

BladeSystem Gen 10 and new compute form factors

Software defined fabric

Storage services

Ecosystem: Partners and integrations

HPE Internal and Channel Use - V1.026

A new category of infrastructure is needed A

pp

lica

tion o

ptim

ize

d

Operations optimized

Improve staff productivity

Simplify deployments

Simplify Infrastructure as a Service

SiloedInfrastructure

Traditional

Converged

Hyper-converged

Composable

SW Definded

Customer Engagements…

Vision ConductDiscover Facilitate

The four customer engagements in solution sellingPresent your POV

supporting

business outcome

and transformation

3 Qualify your

opportunity and

conduct

4Understanding

customer business

outcomes &

challenges

1Built your

Point Of View -

POV2

Understand

Customer

Validate

OpportunityQualify

OpportunityDevelop &

Propose

Negotiate &

Close

Strategy examples

Standardization Strategy

Consolidation & Centralization Strategy

Virtualization Strategy

Automation Strategy

Hybrid IT Strategy

© MetaView © 2016 – For training and sales coaching purposes only

TechnologyProcesses

(Lifecycle)

Support

Partner

ships

Company ABCService Level Agreements

Applications

CIO Business Priorities and strategy

Customers business and business challengesplus market understanding & trends

Outsourcing & hosting

Technology Consulting

Support Services

HPE Partner strategic business areas

KA

M, A

M &

So

luti

on

Sp

eci

ali

sts

HPE Partner Compelling Business Reason to talk

Transformation Areas Discussion Topics

ServerStorage

Networking

Backup/restore/Archiving (BURA)

Software&

Orchestration

The Value Communication Model

© MetaView © 2016 – For training and sales coaching purposes only

Customer Objectives and/or

Challenges- - -

© MetaView © 2014 – For training purposes only

Compelling Reason To Talk Recipeused for Door Breaking

Why

Targeted value proposition to personas

Business

& finance

Solutions

Products

& specs

Strategy

IT Operation

IT Architects

IT Specialists

System Admins.

Executives / CEO

Finance / CFOProduction /

COO

Supply Chain / Director

Sales & Marketing /

CSO & CMOIT / CIO

IT Manager

HPE Account Manager

Account Manager

Value proposition communication

“above the line in the organization”

Value proposition communication

“below the line in the organization”

Presales

© MetaView © 2016 – For training and sales coaching purposes only

Faster delivery

of IT services

New End-User

demands

Faster

Change

Cycles from

Users/LOB

Reducing Costs and

lower Budgets

Limited ressources

and no new

headcounts

Shorter service

–windows and

maintenance

New IT services to

support Business

Innovation

Process

optimization

and LEAN IT

© MetaView © 2016 – For training and sales coaching purposes only

Customer Objectives and/or

Challenges

Value Proposition

- -

© MetaView © 2014 – For training purposes only

Compelling Reason To Talk Recipeused for Door Opening

Why Value

Value Based Outcomes -that can be quantified!

SPEED & AGILITY

Time to market, Time to change,

Time to resolution, Time to service

& Time to value

RESOURCE

UTILIZATION

Productivity, Competencies,

Skills uplifting &

Optimization of processes

MONEY SPENDING

CAPEX & OPEX Control,

Economic transparency,

Predictability & Removing

economic waste

MANAGING RISK

Application availability,

Enforcing processes, Proving

Governance and Compliance

& handling audits.

© MetaView © 2016 – For training and sales coaching purposes only

Customer Objectives and/or

Challenges

Value Proposition

What would you like to talk about

-

© MetaView © 2014 – For training purposes only

Compelling Reason To Talk Recipeused for Door Opening

Why Value What

Transformto a hybrid

infrastructure

Enableworkplace

productivity

Protectyour digitalenterprise

Empowerthe data-drivenorganization

38

© MetaView © 2014 – For training purposes only

Standardization

Consolidation

Centralization

Simplification

Modernization

Virtualization

Documentation

Automation

WHAT Themes for agenda

CIO/IT Manager

Chief Financial Officer

Line Of Business (LOB)

IT operation

Customer Objectives and/or

Challenges

Value Proposition

What would you like to talk about

What is yousuggestion to next

step

© MetaView © 2014 – For training purposes only

Compelling Reason To Talk Recipeused for Door Opening

Why Value What What

© MetaView © 2016 – For training and sales coaching purposes only

Next step could be a meeting

Customer Objectives and/or

Challenges

Value Proposition

What would you like to talk about

What is yousuggestion to next

step

© MetaView © 2014 – For training purposes only

Compelling Reason To Talk Recipeused for Door Opening

Why Value What What

MetaView ApSHPE Partner Ready Learning Partner

HPE MSL L&D Partner

Jacob Gade

Phone:+45 20356790

Email: jag@metaview.eu

Carsten Lund-Hoelstad

Phone: +45 50993690

Email: ch@metaview.eu

www.metaview.eu

Thank you…