Documente Academic
Documente Profesional
Documente Cultură
VMware vCloud IaaS extends the virtualization strategies for over 400,000 VMware virtualization customers by bridging on-premise IT solutions with those available from providers of vCloud services, improving agility and lowering operational cost. Customers can use trusted partners to reduce the cost and perceived risk in introducing Cloud services.
and back-up
Hybrid Cloud
Management VMware vSphere
App Loads
Sizing guidance
Management VMware vSphere
Companies with more than 150 employees, those with less than 100 employees are less likely to realize a compelling ROI for IaaS
Services
VMware Solution and Service Provider partners offer a broad range of related vertical market and application services.
Business
vCloud IaaS is a proven way to make IT more agile and productive. Many service providers have a free or specially-priced evaluation service. VMware vCloud partners provide SLAs, support plans and vertical market coverage, which satisfy certification and compliance mandates.
Amazon
Cloud services are widely understood and proven, and many businesses are now evaluating Infrastructure as a Service. In todays economy companies need to balance business agility with reduced spending power. Customers want to understand how IaaS can complement their existing virtualization strategies, by delivering cost savings, productivity gains and operational control. VMware virtualization is a key enabler for businesses that want to exploit the business benefits of a Cloud strategy:
n Using vCloud IaaS, customers can rapidly deploy compute capacity
Capability Proven platform Choice Expertise Relevant references Geographic reach Cost
5 4 5 4 5 3
S S S S S N
E F F L F E
F F F F F E
Operational
VMware vCloud Director gives customers control over workload provisioning, administration, reporting and management. VMware vShield ensures that workloads move securely between on-premise and Cloud infrastructure. Remember, as a provider of vCloud services, you may also offer high availability, resilience and disaster recovery options.
and related services, billed per use on short or long-term contracts n VMware virtualization customers have the foundations for a hybrid Cloud deployment n Our world-wide partner network delivers the technology, application and vertical market expertise they need n Customers retain control across on-premise and Service Provider Clouds Confidential no external distribution
Technical
vCloud IaaS is a proven and recognized IT enabler. VMware is recognized by the analyst community as the market leader in virtualization for IaaS. Customers can be assured of total portability between on-premise and certified vCloud Service Provider Clouds.
Score: 1-2 = Weakness (W), 3 = Neutral (N) & 4-5 = Strength (S). Competitive key: L = Leads, E = Equals, F = Follows. When all competitors follow, you deliver unique value, this is a Unique Selling Point (USP).
< Previous
Next >
(USP)?
Financial
vCloud IaaS is a cost effective way to rapidly deploy compute capacity. Partners offer a variety of consumption models and payment plans; from by the minute to fixed-term contracts and options for committed or ondemand capacity. IaaS is typically an operational expense (OpEx), freeing up capital for investment in other areas.
Business
n Line of Business Head n Business Owner e.g. Managing Director n CTO n Head of Application Development n IT Manager or Director
Operational
n O perations Director n I T Manager or Director n C TO
Many objections can be forseen and therefore your answers can be prepared in advance
Our Strength
n Proven platform
Demonstrating success
Click here
Winning indicators
We win when we
n I llustrate the simplicity of VMware to VMware hybrid Cloud n n n n n n
Financial
n Finance Director or CFO n Line of Business Head n Business Owner e.g. Managing Director n CTO
Technical
n H ead of Application
Development
mobility as a simple extension to on-premise infrastructure Engage around the Cloud as a business enabler but focus on IaaS L ead with a consultative approach and ask the customer to present their vision for IaaS S ell at Director-level or above use your contacts to get the introduction C ommunicate the benefits of the VMware partner eco-system S ell to our existing customers we have 350,000 existing virtualization customers A lign the customers IT needs with how VMware can be used in hybrid deployments of on-premise and Cloud infrastructure
An Electronic Point of Sale solutions company was challenged with IT resource issues. Its staff was distracted from revenue generating work because of the need to support infrastructure split between the office and a managed hosting provider. Initially the company was reluctant to consider IaaS, but they trusted a VMware partner to prove the case by running a pilot. By consolidating the infrastructure in the partners IaaS data center, the company saved $75K/year over the previous arrangement. The customer has full control over the IaaS instance using a self-care portal, and their recovered IT resources have been used to accelerate delivery of other customer facing projects. An Architectural Advisory Services company was transforming its paper-based content to an on-line format in order to ensure its subscription services remained competitive. The company was concerned about the upstream financial impact of inaccurate sizing and the support overheads for its new IT infrastructure. Using a pilot, a VMware partner was able to accurately size the capacity needed for the new on-line service. This activity proved a financial case for IaaS with a nine month ROI, compared with eighteen months for an in-house alternative. The partner also demonstrated how immediate access to further capacity provided a safe way to meet unpredictable growth.
We lose when we
n Arrive late to an RFx and are just making the numbers n D ont extend our relationship with the decision-makers for a
n F ail to uncover the business drivers that will justify investment n F ail to uncover existing customer relationships with other IaaS
vendors early in the sale n D ont address the competitive situation explaining our key advantages of vSphere compatibility, choice and expertise n O verlook relevant references Contact the VMware Cloud team via public_cloud_sales@vmware.com n P osition on cost rather than value, or let the customer think IaaS is a commodity purchase
n Enabling our business to be responsive and effective n Managing the cost of IT as a percentage of turnover n Understanding the cost of doing business
to refer to the Financial Illustration Overview to access the Financial Illustration Spreadsheet
Work with your customer to build the financial argument that is specific to their situation Confidential no external distribution
< Previous
Next >
Get buy-in
Use the Solution Description and Directed Discovery questions, emphasize how we change the game for Cloud adoption through the use of VMware virtualization. Align these attributes to the customers drivers for success.
ESTABLISH FIT
UNCOVER AGENDAS
< Previous
Next >
Sizing guidance: IaaS opportunities with 150+ employees, opportunities with less than 100 employees are less likely to realize a compelling ROI for IaaS
To use this form, click here to open the document container, then right-click on the 01.TARGET MARKETS.pdf to save a copy The more questions answered with a YES the better the prospect.
1. Do I know a key decision maker or influencer? 2. Do they already use VMware virtualization?
Important: DO NOT open the form straight from the document container as it will disable the save feature.
Yes
No
3. Are we the preferred IT services partner today? (If there is an incumbent we may not be given the opportunity to supply).
4. Does the customer already consume Cloud-based or hosted services? 5. Do we supply managed services to this customer today? 6. Has the company made a business-wide decision to use Cloud? 7. Does the customer have seasonal or bursty fluctuations in their business?
Business
n The ability to sustain peaks in
Operational
n Speed of execution for new
Do they have multiple instances of ad-hoc Cloud services? (This is often an indicator that a company is ready for a strategic 8. Cloud initiative).
9. 10.
If they have to comply with data management or governance mandates, will we (or the preferred) Service Provider meet the need? Will they be subject to specific geographic rules governing the location of data, will we (or the preferred) Service Provider meet the need?
trading n Time to market for new initiatives n Customer experience/ satisfaction n The ability to win share or competitive advantage
projects
application availability
Financial
n Cost reduction n Cost of IT as a percentage of
Technical
n Data security n Supporting mobility in the
11. Have they acquired or merged with another business will they need to consolidate? 12.
If they will buy using a RFx process (government etc) are we early enough to influence this?
Proactive use of the Targeting Chart and Deal Planner in this Sales Guide is the best way to secure help from the VMware sales team.
the business n Optimization of CapEx and OpEx n Idle assets across the business
business
< Previous
Next >
To use this form, click here to open the document container, then right-click on the 02.DEAL PLANNER.pdf to save a copy
Parameters High Whats our plan to improve our score?
Important: DO NOT open the form straight from the document container as it will disable the save feature.
Action owner?
Target date
Situation
What's the Opportunity Assessment Score from the Targeting Chart?
Section Score:
above 50% Minimum score
75% or more Target date for achieving cost savings. New application go live date Yes Strong No/existing customer
Have we identified a compelling event driving the need for Cloud? Do they consume value-added or hosting services from you today? What is your gut feeling? Will we have to participate in a Rfx or Tender process with other vendors?
Competition
Have we overcome competition for budget from other IT initiatives? Does the prospect value the combination of vCloud IaaS and related services when compared with any other contenders for the budget? If Amazon Web Services or other 'credit card' providers are being considered, is the customer actually looking for a strategic Cloud initiative? Are we in a RFx process where we are making up the numbers?
Section Score:
No
Yes vCloud IaaS vCloud IaaS plus adjacent products and services Need IaaS as a strategic company wide initiative Leading and influencing the process
Section Score:
No No
Yes Yes Reference call planned Reference call and/or Exec meeting completed Yes
No No
Timescale
Can we identify an immediate need that will drive a decsion now? Have we conducted a POC with defined success criteria to accelerate their willingess to invest? Have we engaged purchasing and legal early in the game? Have we proposed a project plan to which both the partner(s) and the customer agree?
Section Score:
No No No No Planned
Yes Completed or not required Yes Work in progress Agreed
< Previous
Next >
To use this form, click here to open the document container, then right-click on the 02.DEAL PLANNER.pdf to save a copy
4 Parameters High Whats our plan to improve our score?
Important: DO NOT open the form straight from the document container as it will disable the save feature.
Action owner?
Target date
Solution
Are there any uncontrolled risks associated with the delivery, e.g. applications, timeline, Professional Service resources or SLA requirements? Have we enaged with VMware on a vision pitch ? Is the customer going to ask us to implement all or some of its Cloud related Professional Services? Will their adoption of vCloud IaaS add value to an existing contract? Can we identify any contractual terms that will increase our chances of winning against a competitor?
Section Score:
Yes No None No No Some
No Yes or Not Applicable All Yes Yes or Not Applicable OK with pull thru
Section Score:
Too low Next sales year No No No Yes Partly
Worth chasing Current sales year Yes Yes and part of this sale Yes
Section Score:
Weak No No No
Strong Other partner leading We are actively leading Yes Yes Payback is >1 year Identified
Need
Is there a business case supported by the prospect's decision makers? Can we link tangible business issues to our proposed solution? (e.g. IT resource recovery, cost reduction, data center consolidation) Does the client agree vCloud IaaS will enable the business to increase opportunity and/or reduce cost?
Section Score:
Still being disccovered None identified
Payback is < 1 year Identified and customer understands the linkage and value Opportunity up and cost down People and capital
No
No
< Previous
Next >
Solution Overview Critical Business Issues Dealing with Objections Directed Discovery Questions inancial illustration F Overview inancial illustration F spreadsheet
Opportunity Drivers
Positioning to Win Sales Success Stories http://www.vmware.com/files/ pdf/partners/vmware-public Security Advantage cloud-security-wp.pdf?src=vcldWhite Paper 2012-1-blog-PCSA%20whitepaperex-41
Social media
http://www.facebook.com/VMwareSP
https://twitter.com/VMwareSP
http://www.linkedin.com/groups?gid=3148182
This document is confidential. All rights reserved. Copyright RVWL Ltd 2013. No part of this may be reproduced, disclosed or used except as authorised by contract or other written permission. The copyright and the foregoing restrictions on reproduction and use extend to all media in which the information may be embodied. The information contained herein is confidential and the property of VMware. No liability is accepted for errors or omissions. The VMware logo is a trademark of VMware. The Sales Enablement Program logo is a trademark of RVWL Ltd. Other product names mentioned herein may be trademarks and/or registered trademarks of their respective companies. V1-1
< Previous