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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: [email protected]
Carsten Lund-Hoelstad
Phone: +45 50993690
Email: [email protected]
www.metaview.eu
Thank you…