Sales Transformation - from v1.0 to 3.0 CEOs CFOs CIOs VPs Business Managers Higher Value of Relationship Contribute to business strategy Maximizing ROI & TCO Create new business opportunities Contribute to business/it process optimization Improved operational & IT excellence Benefits quantified Trusted Challenger 3.0 Advisor IT Manager Operational Technical Commodity & Product selling High discounts Low competitive barriers Comfort Zone Relationship Builder 1.0 Feature, Function & Price Selling with Business Value Improved Price for Products and Services
The New Style of Business - Sales Communication CXO Business & finance Line Of Business (application owner) Strategy IT Management Solutions IT Operation IT Architects Products & specs IT Specialists System Admins. MetaView For training & coaching purposes only
The New Style of Business - Sales Communication Budgets moving up Executives / CEO N Business & finance Finance / CFO Production / COO Sales & Marketing / CSO & CMO IT / CIO Strategy Supply Chain / Director IT Manager W Budgets moving out E Solutions IT Operation Products & specs IT Architects IT Specialists System Admins. S MetaView For training & coaching purposes only
Outside Forces Are Disrupting Businesses and Government The Idea Economy Turning ideas into new products or services has never been faster or easier New Disruptive Business Models No business, industry or government is safe Internet of Things, Explosion of Devices Cloud is redefining how applications and devices are written and delivered 5
The New Style of Business - Sales Communication MetaView For training & coaching purposes only
Listening to and understanding the business outcomes our customers wants, and then categorizing them create business value Expanding branch count Reducing time to market Create tailored offerings Enabling growth Improving Profitability Increasing flexibility & agility Reducing risk Boosting Customer Experience Enhancing Employee Experience Improving Capex ROI Prevent security breaches Enable bring your own device 7
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
MetaView For training & coaching purposes only 9
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 1 st Generation 2 nd Generation 3 rd Generation Mainframe Client/Server The Internet Mobile, Social, IoT Big Data & Cloud New Style of Business Disrupting the status quo, fundamentally changing how technology is consumed, delivered and paid for MetaView For training & coaching purposes only
The New Style of Business - Sales Communication 12 MetaView For training & coaching purposes only
Transform to a hybrid infrastructure Protect your digital enterprise Enable workplace productivity Empower the data-driven organization 13
Transform to a hybrid infrastructure Accelerate the delivery of apps and services to your enterprise with your right mix of traditional IT, private, and public cloud. Protect your digital enterprise Enable workplace productivity Empower the data-driven organization
A Traditional Business Company ABC Service Level Agreements Applications runs the business Storage, Backup/restore & replication Services, Support & Security Networking Power, Cooling & Facilities Server 15 MetaView 2016 For training and sales coaching purposes only
Business Users Perception How IT is! Limited in choice, Slow in delivery, Inflexible as needs change Line of Business Managers SLA s Shadow IT A.S.A.P I need Business Users IT Manager Manual Complex Slow Public Cloud Security & Compliance
Application optimized A new category of infrastructure is needed Composable Hyper-converged Simplify Infrastructure as a Service Traditiona l Siloed Infrastructure Converged Improve staff productivity SW Definded Simplify deployments Operations optimized
A Traditional Business Company ABC Service Level Agreements Applications Technology Processes (Lifecycle) Support Partner ships 18 MetaView 2016 For training and sales coaching purposes only
19 Technology Services Lifecycle
Application optimized A new category of infrastructure is needed Composable Hyper-converged Simplify Infrastructure as a Service Traditiona l Siloed Infrastructure Converged Improve staff productivity SW Definded Simplify deployments Operations optimized
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 Deliver Enterprise Business App Store Marketplace Portal Orchestrated Automated Order Efficient Secure Business Users & Line of Business Managers Software Composable Defined Servers Storage Networks Converged Systems Cloud
Strategy examples Standardization Strategy Consolidation & Centralization Strategy Company ABC Service Level Agreements Applications Virtualization Strategy Automation Strategy Technology Processes (Lifecycle) Support Partner ships Hybrid IT Strategy MetaView 2016 For training and sales coaching purposes only
Build agile foundations for your most strategic workloads and requirements Modernize on-premise IT for agility and efficiency - 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 25
Services: Transformation, Flexible Capacity, Datacenter Care Path to Hybrid IT Why HPE is your best choice! Ecosystem Ecosystem: Partners and integrations Orchestration Cloud CloudSystem & CSA as building blocks Integrated: Analytics, Configuration Management, Workload Placement, Hybrid Cloud Broker Services Composable Infrastructure HPE Synergy New infrastructure form factors Converged with Composable attributes HPE BladeSystem, HPE ProLiant DL servers, HPE OneView, 3PAR, CS700 BladeSystem Gen 10 and new compute form factors Software defined fabric Storage services Today 2016 + HPE Internal and Channel Use - V1.0 26
Application optimized A new category of infrastructure is needed Composable Hyper-converged Simplify Infrastructure as a Service Traditiona l Siloed Infrastructure Converged Improve staff productivity SW Definded Simplify deployments Operations optimized
Customer Engagements
1 The four customer engagements in solution selling Understanding customer business outcomes & challenges 2 Built your Point Of View - POV 3 Present your POV supporting business outcome and transformation 4 Qualify your opportunity and conduct Discover Vision Facilitate Conduct Understand Customer Validate Opportunity Qualify Opportunity Develop & Propose Negotiate & Close
Strategy examples Standardization Strategy Consolidation & Centralization Strategy Company ABC Service Level Agreements Applications Virtualization Strategy Automation Strategy Technology Processes (Lifecycle) Support Partner ships Hybrid IT Strategy MetaView 2016 For training and sales coaching purposes only
KAM, AM & Solution Specialists The Value Communication Model Customers business and business challenges plus market understanding & trends CIO Business Priorities and strategy HPE Partner Compelling Business Reason to talk Transformation Areas Discussion Topics HPE Partner strategic business areas Server Storage Networking Backup/restore/ Archiving (BURA) Software & Orchestration Outsourcing & hosting Technology Consulting Support Services MetaView 2016 For training and sales coaching purposes only
Compelling Reason To Talk Recipe used for Door Breaking Customer Objectives and/or Challenges - - - Why MetaView 2014 For training purposes only
Targeted value proposition to personas Business & finance Finance / CFO Production / COO Executives / CEO Sales & Marketing / CSO & CMO IT / CIO HPE Account Manager Value proposition communication above the line in the organization Strategy Supply Chain / Director IT Manager Account Manager Solutions IT Operation Value proposition communication below the line in the organization Products & specs IT Architects IT Specialists Presales System Admins. MetaView 2016 For training and sales coaching purposes only
Faster Change Cycles from Users/LOB New End-User demands Reducing Costs and lower Budgets New IT services to support Business Innovation Process optimization and LEAN IT Faster delivery of IT services Limited ressources and no new headcounts Shorter service windows and maintenance MetaView 2016 For training and sales coaching purposes only
Compelling Reason To Talk Recipe used for Door Opening Customer Objectives and/or Challenges Value Proposition - - Why Value MetaView 2014 For training purposes only
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
Compelling Reason To Talk Recipe used for Door Opening Customer Objectives and/or Challenges Value Proposition What would you like to talk about - Why Value What MetaView 2014 For training purposes only
Transform to a hybrid infrastructure Enable workplace productivity Protect your digital enterprise Empower the data-driven organization 38
WHAT Themes for agenda Standardization Modernization CIO/IT Manager Consolidation Virtualization Chief Financial Officer Centralization Documentation Line Of Business (LOB) Simplification Automation MetaView 2014 For training purposes only IT operation
Compelling Reason To Talk Recipe used for Door Opening Customer Objectives and/or Challenges Value Proposition What would you like to talk about What is you suggestion to next step Why Value What What MetaView 2014 For training purposes only
MetaView 2016 For training and sales coaching purposes only Next step could be a meeting
Compelling Reason To Talk Recipe used for Door Opening Customer Objectives and/or Challenges Value Proposition What would you like to talk about What is you suggestion to next step Why Value What What MetaView 2014 For training purposes only
Thank you MetaView ApS HPE 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