January 24-25, 2013Igsummit.weebly.com

Games for Structured Outcomes in Complex Solution Sales

Paul J ManteyStrategic Business Development – Enterprise

Strategy Office, NetAppFort Collins, CO

paul.mantey@netapp.com

Sales?

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“… Because it’s you…”

Meet Savannah: My Trusted Advisor

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Connecting Needs with Solutions

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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…”

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Early Win at NetApp (2010)

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IT Service Management and Secure Multi-Tenant Architecture SummitWhat BMC Software, Cisco, CSC, and NetApp summit to develop

integrated, automated, and orchestrated full-stack infrastructure offerings for CSC Cloud Sourced, Outsourced, and Managed Services

Where Fort Collins Marriott Hotel – 350 E. Horsetooth Road, Fort Collins, CO 80525

When Tuesday, Oct 19 – Thursday, Oct 21, 2010

For more information, contact Paul Mantey: (970) 449-3906

Throwing Speedboats at (Unsuspecting) People…

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And then taking them out for (good) beer…

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With Insights from Tyler the Beer Dude…Bet Big to Win BigLeveraging 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

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Created Lightning in a Bottle!

From project concept to production in 10 months– Federal Project– FISMA Moderate Certified

Business caseArchitectural BlueprintClose 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

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Isn’t it amazing what we can accomplish while having fun?

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The Big Opportunity

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Infrastructure Operations

Infrastructure Architecture

Application Development

Business Processes

Line of Business

CEO

$

$$$

$$$$

$$$$$

NetApp typically calls here

Defining Some Terms

Agility @ Scale = Agile Development Methodologies + Agile Data Infrastructure

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Bringing Worlds Together

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Creativity

Think Outside the

Box

Challenge the Status

Quo

Consistency

Process Driven

Risk Taking

Risk Avoidance

Predictability

Development Delivery

The Best of Both Worlds

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Creativity

Think Outside the

Box

Consistency Predictability

Process Driven

Challengethe Status

Quo

Collaboration

Speed Flexibility

Scale

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

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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)

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Agility at Business Scale

ProductivityInnovation

GrowthSustainability

Development

Sales

Delivery

Marketing

Flexible Infrastructure

Business Analytics

Accelerated DevOps

OperationalExcellence

Questions for You

How do we position Workshops for Agility @ Business Scale?

What do we call them?Where do we go from here?

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