enterprise it software sales training

7/31/2019 Enterprise IT Software Sales Training

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OpenView SalesTraining

Introduction

Presenters Name

Date


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Introductions

Introductions

Name

Job title

Sales experience

Exposure to enterprise

management


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Class Logistics

Class Logistics

Class hours

Breaks Turn off cell phones

and beepers


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Course Outline

OpenView Modules

Introduction

OperationsManagement

NetworkManagement

StorageManagement


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Get in the Door

Generate Interest

Identify Needs

Present the Solution

Close the Sale

Design the Solution

Build the Solution

Strengthen the Relationship

Qualify

Agenda

Enterprise landscape

Trends and challenges

What is OpenView?

Quick Time to Value


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What is in itfor you?

Make more sales

Have more satisfiedcustomers

Get more referrals

Differentiate yourselfin the marketplace

Strengthen accountrelationships


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Agenda



What is OpenView?

Quick Time to Value

Get in the Door

Generate Interest

Identify Needs


Close the Sale

Design the Solution

Build the Solution


Qualify


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Market Size

Operations Management-EventAutomation

Includes console automation, global event

management applications and automaticevent-action processing

Operations Management-PerformanceManagement

Performance measurement and monitoring,performance analysis and reporting, service

level management, trending, performancetuning, modeling and simulation and capacityplanning

Storage Management

Includes storage resources, file backup andrestoration, data replication, information

archiving, storage resource management,data migration and removable media librarymanagement

Network Management

Includesmanagement of network devicesincluding snmp-based, service provider and

legacy network management segments


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Brick and Click

+

Brick and Mortar Pure Play

Evolution of E-Business


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What isEnterprise

Management?

Console

Management Server

Agent Agent Agent

Monitored Hosts


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OpenView Definitions

Networks Databases

Systems Internet

Applications Storage

EventAny message that reflects thestatus of the IT environment

SNMPThe network protocol used tocommunicate between managersand agents

ConsoleThe interface the manager uses toview information from agents

AgentSoftware loaded onsystems/devices that captureinformation and reports to the

console

Service Level ObjectivesBusiness objectives for levels ofservice for internal and externalcustomers

Service Level AgreementsGoals established for levels ofservice for IT to meet ServiceLevel Objectives

Enterprise System ManagementSoftware that is used to manageall the computing resources in an

enterprise


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Evolution of Enterprise Management

network management

systems management

distributedclient/server management

servicemanagement

managing thecustomer experience

Staying AheadOf Global Transformation


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Tying Operations to BusinessPractices

marketing sales customersupport

accountsreceivable

resourceplanning

businessplanning

systems

management

customer experience management

service management

performance management

fault management

network &internet

management

systemsmanagement

storagemanagement

applicationmanagement


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Two Target Customer Groups

ElectronicEnterprise

1. Large Enterprise- Global IT Infrastructure

- 1000s of servers- Heterogeneous environments

2. Midsize Enterprise- Predominately NT & Windows- 100s of servers- Growing IT management needs- NT & Windows- High volume, low touch

ServiceProviders

1. Application Service Providers

2. Network Service Providers3. Management Service Providers

4. Internet Service Providers

- hosted service providers

- communication service

providers


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Agenda



What is OpenView?

Quick Time to Value

Get in the Door

Generate Interest

Identify Needs


Close the Sale

Design the Solution

Build the SolutionStrengthen the Relationship

Qualify


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CustomerDemands

Trends

CustomerBusiness

IT

Challenges

Solutions

hpManage-

mentSolutions

Solution Drivers


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Overall

Trends

Internet-based economy Technology = competitive

edge

Customer-centric and valuetechnology

Rely on new solutions to doone or more of the following:

meet customer needs

decrease costs

increase productivity

increase revenue


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SoftwareTrends

Software is one of worldsfastest growing industries

1999 software spendingreached $157 billionworldwide (IDC)

Software industry growing at

15% per yearAND

hp is the 5th largest softwareprovider in the world

hp OpenView is the 15thlargest software business inthe world


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Customer Trends

Seeing a 10-fold growth intransactions

Want service that increasesefficiency and saves time

and money

Want to access offerings ina few clicks

Good response time andmaximum uptime are keysto customer satisfaction

Demand value

Expect 24/7 access

Want no downtime

Want clear service

Expect competitive price orcan easily shop elsewhere


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Business Trends Mergers and acquisitions

Pressure to deploy e-business initiatives

Pressure to respond to

customer demands

Lines between business andIT is blurring

Need to manage customerexperience

Need to differentiate service

levels

Have SLOs for internal and

external customers

Competitive offerings areeasy to access

Competitive prices draw

customers

Need to do more with lessresources


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IT Trends

Distributed systems

Manage across boundaries

New technology

Technology life cycle isshortening

Shorter implementation of

new technology

Increase IT visibility-IT is thebusiness

Downtime affects SLAs

Staff shortages

Staff skill gaps

Options to outsource IT


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Who To CallOn

CXO Level

CIO

COO CTO

Director or Manager

IT Director

IT Manager

Business Unit Director orManager

Manager or Directorresponsible for specificsolutionarea


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CXO Challenges

Customer Challenges

Meet customer needs Keep prices low Differentiate service levels

Business Challenges

Maintain competitive edge Maintain profits by keeping

costs down Update management

practices Align IT with business

objectives

Business Challenges (cont)

Software adapt to currentbusiness practices

Costs of updating IT

Maintain efficiency Manage end-user

experience

IT Challenges

Hold IT accountable Option to outsource IT Make IT decisions


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ITChallengesCustomer Challenges

Manage customer needs Provide 24/7 service Manage for maximum uptime Provide quick response time

Business Challenges

Manage end-userexperience

Update managementpractices

Match IT with businessobjectives

Manage a variety of systems

Business Challenges (cont)

Fix problems quickly Bad performance impacts

business

IT Challenges

Need to think strategically Deliver Manage systems or they will

manage you

Manage access Make updates while meeting

user needs Determine root cause Do more with fewer resources


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CXO Level

Business Issues What plans do you do have to

meet your overall business

objectives? What steps have you taken to

improve your competitiveedge?

Customer Issues How are your strategies for

using the Internet to service

your customers?

How are managing your ITenvironment to maximizeservice?

IT Issues How do the changes intechnology affect your

business?

What costs are incurred as aresult of downtime?

Probing Questions


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IT

Director/Manager

Business Issues What methods do you use to

manage your environment?

How does IT support thebusiness objectives of yourorganization?

Customer Issues How have you managed your

service (uptime and response

time) to your customers?

What challenges are youfacing in deploying newtechnology initiatives?

IT Issues What challenges do you facewhen updating your systems

while still delivering qualityservice?

How effective is yourdepartment at strategic

planning?

Probing Questions


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Scenario

FancyGoods.com providesconvenient access to fashion

and luxury goods over theweb. They do not have abrick and mortar location.

It is essential that their web

site run with as muchelegance and grace as theproducts they sell.

There is pressure to havethis venture be profitable

within two years.

So far, business is betterthan expected.

Based on the scenario, answerthe following questions.

1. Where is this enterprise interms of evolution of theEnterprise?

2. What challenges do youthink the IT Director,Richard, is facing?

3. What probing questionswould you ask Richard?


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Answers

1. Evolution-Pure play

2. Challenges

meet customerexpectations

maintain brand imagethrough well functioning

web site maximize uptime and

reduce response time3. How do you manage your

environment for maximum

efficiency?4. How satisfied are you with

your ability to manage thehealth of your system?

Based on the scenario, answerthe following questions.

1. Where is this organizationin terms of evolution of theEnterprise?

2. What challenges do youthink the IT Director,Richard, is facing?

3. What probing questionswould you ask Richard?


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Agenda



What is OpenView?

Quick Time to Value

Get in the Door

Generate Interest

Identify Needs


Close the Sale

Design the Solution

Build the Solution


Qualify


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OpenView

providesthe ability to . . .

Optimize

BusinessPerformance

Attract and retain customers

Maximize revenue per customer

Control and consolidate

operations

Report customer usage patternsto lines of business

Reduce/eliminate redundancy in

infrastructure and personnel


service management


fault management

network &internet

management

systemsmanagement

storagemanagement



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OpenView is anIndustry Leader

hp products manage: 70 % of all Internet devices

managed 67% of Internet Service

Providers

OpenView has: 11 years of enterprise

management experience A 30-40% growthrate

OpenView has:

1+ billion dollars in revenue

135,000 total installations

19 million online customers 50% of the Business Week

International 100

4.2 million online trading andbank accounts


service management


fault management

network &internet

management

systemsmanagement

storagemanagement



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OpenViews Competitive

Advantage Industry leading vendor with reference accounts

Strong breadth and depth of proven solutions

Building block architecture Superior functionality and scalability

Demonstrates impact from a business perspective

Quick time to value

Allows for heterogeneous environment

hp world-class support

Strong channel partners


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Key Points

To Remember

Take a solutionapproach-selectthe software productsthat meet the customersneeds

Remember hpscompetitive advantages-do not get into a feature

battle


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Agenda



What is OpenView?

Quick Time to Value

Get in the Door

Generate Interest

Identify Needs


Close the Sale

Design the Solution

Build the Solution


Qualify


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Quick Time to Value Means . . .

Plan investments wisely Take a modular approach to deployment

so see results quickly

Minimize downtime/maximize efficiency Be proactive so not always in crisis mode Monitor so can identify problems faster and solve

them quicker Determine the business impact of downtime to see

effect on bottom line Increase productivity

Maximize use of resources to accomplish more withwhat is available

enterprise it software sales training

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