dizzion channel partner training opening the door to stickier customers - larger deals
TRANSCRIPT
Dizzion Partner Training: 1 of 4
Opening the Door to Sticker Customer & Larger Deals
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What we’re selling (and what we’re NOT) Starting with cloud and business strategy Conversation starters Compelling events and use cases Using your Dizzion resources to make it easy!
Webinar participants will be muted throughout today’s webinar.
Use the chat function in the participant console to submit questions and they will be gathered for Q&A at the end of the webinar.
Agenda & Participant Reminders
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Two decades of experience in IT infrastructure
Expertise in high performance cloud deployments, custom networks, storage environments and compliance
Joined Dizzion mid-2015 Find him with his family boating and
camping!
Brady Ranum, VP of Product & Strategy
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Two decades of experience selling complex IT solutions
Responsible for direct and channel sales teams at Dizzion
Board member of SIM Women, KidsTek; member of CloudGirls
Joined Dizzion mid-2015 A proud baseball and football mama!
Margie Sims, VP of Sales
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What are we selling?
MOBILITYSECURITY
SCALABILITYPRODUCTIVITYEMPLOYEE SAT
IT OPTIMIZATION
Not desktop support!
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Cloud Strategy doesn’t start with infrastructure, it starts with END USERS
Starting with Cloud Strategy
User Experience
Endpoint DevicesApplications
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Applications are the Holy Grail
Example question to dig into cloud strategy
Example question to dig into cloud strategy
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Other Conversation Starters
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The Zinger
Do desktops drive a business advantage for you?
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Or Perhaps?
Are your endpoints a real game changer?
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Stated Differently…
Is end user support a core competency for you?
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Unsuccessful In-House Initiative
Proof Points:• Underestimated
complexity of implementation
• Not enough storage in-house
• Did not understand Windows VDI licensing costs
Prospect Response:“Example question to dig into cloud strategy”“Another potential response from prospect”
Open the Door:“Are your end users satisfied with
performance?”“Is your current solution scalable for your
IT team/can it be maintained?”
Conversation Starter:
“Have you ever deployed VDI or used virtual apps?”
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Remote Access
Proof Points:• 70% of orgs agree
endpoint security is difficult to enforce
• #2• #3
Prospect Response:We give them access to VPN; give them thin
client; etc.“Another potential response from prospect”
Open the Door:“Are your users happy?
“Or what else you might say”
Conversation Starter:
“How do your users access applications remotely?”
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Data & Security Concerns
Proof Points:• 52% stolen devices
taken from the office• 51% employees
believe taking corporate data is acceptable since orgs do not enforce security policies
Prospect Response:“Example question to dig into cloud strategy”“Another potential response from prospect”
Open the Door:“Example response to Prospect’s
response”“Or what else you might say”
Conversation Starter:
“How do you secure your endpoints today?”
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Disaster Recovery
Proof Points:• 36% of SMBs feel
they cannot afford a DR plan
• Average cost per hour of downtime: $800,000
Prospect Response:“Example question to dig into cloud strategy”“Another potential response from prospect”
Open the Door:“Example response to Prospect’s
response”“Or what else you might say”
Conversation Starter:
“Does your DR plan include your endpoints?”
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Hardware Refresh/Options
Proof Points:
Prospect Response:“Example question to dig into cloud strategy”“Another potential response from prospect”
Open the Door:“What type of hardware options do you
offer/deploy?”“Do you really need to spend $2k per
device?”
Conversation Starter:
“How often do you refresh your end user devices like laptops and desktops?”
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Use Your Dizzion Team to Close the Deal! Dedicated channel, sales, and
sales engineering resources to move your deal forward
www.dizzion.com/resources: Tech papers, webcasts, calculators, and more
And After You Open the Door…
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Question & Answer
Q