Module 1 - Introduction To Selling P9000

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Slides: 21 Duration: 00:17:30
Presenter Details:
HP Certified Professional Program

Accredited Sales Consultant (ASC) Selling HP StorageWorks P9000 Solutions Module 1 Introduction
2010 HP Confidential
Published by Articulate Presenter
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Slide 1
Welcome
Duration: 00:00:11 Advance mode: Auto
Notes:

Slide 2
Notes:
Hello and welcome to Selling HP StorageWorks

P9000 Solutions. This is a course that is aimed at helping you outperform in a challenging market and earn more as a result! It also represents an opportunity for you to build your
skills for the long term and operate at the highest levels of sales professionalism. If you need any help navigating your way around the course, click on the Navigation Tab at the top-right of the page.
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Slide 3
Why are we here?
Why are we here?
Notes:
In a strong economic climate the ability to sell on value is important customer's are always seeking to maximize every $ spent on IT at least at senior levels! They want IT investments to deliver maximum return and help them drive revenues, cut costs and grow market share.
In a tough market it is absolutely imperative to drive conversations that focus on delivering tangible business value to the customer's table and, indeed to proactively take unsolicited proposals to customers.
Slide 4
The World of Selling is Changing
The World of Selling is Changing

World-wide financial crisis Margin pressures Competition increasing Customers demanding more for less
Notes:
In a more challenging economic climate competition is fierce and they are intent on biting you where it hurts! Customers are looking for solid return on their IT investments and with fast payback - often less than 12 months.
The Opportunity?
Competitors will try to under-cut you and unless there is a strong and compelling business case to support any investment the conversations will end up as technology language and discount discussions This demands a different style of selling and
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represents an opportunity for you all.
Slide 5
The Role of the Salesperson is Changing
The Role of the Salesperson is changing
Notes:
Selling has changed In the 1990s we had proprietary operating systems which represented higher margins. In the late 1990s, Y2K concerns drove customers to BUY - selling in that climate was a lot easier! The early 2000's saw customers willing to invest
although the move to business value selling had started. Everyone recalls the dot.com era an era where again, it was easier to sell. Now it's about something different ROI and payback.
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Slide 6
Delivering Business Value
Delivering Business Value
Notes:
So this program is all about helping you to make that transition, or if you are already there, to sharpen your skills and continue to thrive in this tough business climate. Remember customers are examining every major $ spent they want to drive costs down and/or revenue up.
Slide 7
The Business Relationship
The Business Relationship
Notes:
In strong economic climates it may be easier to win business but when times are tough every $ is under scrutiny and budgets are reduced. Well revisit this slide in a later session but take a look in the centre of the blue trapezium think of any customer and consider through THEIR eyes where they would place you today in terms of the business
relationship you have. Would they describe the relationship as being pure product delivery or at level 1? Would they say that you are delivering more than that service and product? That would be a level 2 relationship.
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Level 3 suggests that you are going further in delivering services, support and perhaps some consultancy. The relationship is, therefore, much stronger. Level 4 describes a relationship where the customer sees the quantified business value that you are providing. Level 5 describes a relationship where you are assisting in defining the business strategy (this last one is probably where the company advisors are placed.) If you look at the left hand side of the screen you will see that price, features and competition are much more prevalent when you are selling at the lower levels and you are more vulnerable to attack. As you move up the trapezium these things become less important since you are recognized for delivering quantified business value. Wherever you are today the question is how do you climb higher or if you are already at level 4, how do you stay there?
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Slide 8
Why are we here?
Why are we here?

Customers are scrutinizing every investment to ensure maximum return on investment. The need to demonstrate fast payback and strong ROI is now critical. The need to intentionally manage the pipeline is now imperative. This all demands a different sales approach.
Notes:
So to confirm why are we here. it is now about delivering maximum value from every $ spent on IT and our role as salespeople must also evolve.
Slide 9
Skills and Knowledge
Skills and Knowledge
Notes:
When you did product training before how often do you get the chance to practice that new knowledge? Or if you have been on sales training how often is it put into the context of the value proposition? Skills and Knowledge should go together! And remember, you dont learn to become a scratch golfer
or world-class tennis player by watching videos you have to practice those skills and learn from your mistakes! Throughout the course you will have plenty of opportunity to observe sales behaviour, and consider how you can actively and immediately use what you have learned in your role. Well follow a case study that highlights good, and not so good sales behaviour - and you will have opportunities to learn from these and implement the behaviours in your day-to-day
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selling activities.
Slide 10
Importance of Skills and Knowledge to Business Success
Importance of Skills and Knowledge to Business Success
Notes:
As part of the HP Certified Professional Program, this course provides access to sales skills and value proposition training that will drive higher margin business and a range of other benefits. These will help you stand out from the crowd and come through this tough economic climate in a stronger position, being prepared to take advantange of future opportunities.
Customers will continue to invest, but they want the highest levels of service and business advice, with rapid and high levels of return on any investmen. This is where being an HP certified Professional provides an advantage. Take a look at the words on this visual better resource utilization, shorter sales cycles, high margin business in less time thats what HPs Partner Learning is all about having access to a wide range of skill-enabling programs and being able to brand your skills through HP Certified Professional program in order to rise above the competition.
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Would you like to ensure that you can close more deals at higher margins and develop longer term customer relationships? If youre in a sales role the answer must surely be yes! In a few minutes well look at how this program will equip you to outperform within your sales role in the next 12 months and beyond. Before we do that, lets take a look inside a typical IT department to see where the real opportunity lies for you.
Slide 11
In Summary ......
In Summary ......
The perception of what we deliver, or need to deliver to customers is changing. Our success will be driven by our ability to change

Notes:
In summary, the market has changed significantly. Our ability to adapt and change will determine our level of success. How we sell and to whom we sell is the key. This training event is intended to provide support to the salespeople who want to make that change.
How we sell And to whom we sell
This program is intended to provide support to the salespeople who wish to make this change
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Slide 12
IT sprawl has business at breaking point
Notes:
IT Sprawl, data explosion, data mobility concerns, and service-oriented IT delivery coupled with rapidly shrinking IT budgets and increasing demands for improved services demands a new way to think about the IT infrastructure.
70% captive in operations and maintenance Rigid & aging infrastructure Application & information complexity Inflexible business processes
HP solutions simplify the introduction and management of mission critical and non-mission critical
Source: HP research
applications. Among other things, they help to increase revenues and market share through faster delivery of services. They can achieve near 100% application availability where IT is the business, reduce total cost of ownership by up to 50% and reduce hardware and software support and maintenance costs by up to 75% Routine server and storage administrator tasks can be reduced by 60%, freeing up valuable time to focus on higher priority activities, and new services launched in hours not weeks or months. These are the kinds of conversations to have with your customers helping them to drive clear business value from all IT investments and make a significant difference to the way services are delivered to their business users. For the last two decades IT organizations have been adding storage, servers and networking devices to keep pace with business growth. In the typical environment, the bulk of these
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resources are locked up in hundreds of technology silos, each devoted to a particular application or line of business. The result is data centre sprawl or an infrastructure that is too complex, over-provisioned, under-utilized and difficult to manage. As costs continue to rise, and for many organisations the cost of IT operations and maintenance are absorbing a disproportionate amount of the IT budget leaving only a small percentage for more strategic or innovative needs. The solution to sprawl is a converged infrastructure that is resilient, optimized, virtualized, orchestrated and standards based. You now have an unprecedented opportunity to help customers take a different view and provide solutions from HP that will drive business innovation, cost reduction and help them take advantage of new business opportunities in less time and at less cost.
Slide 13
Notes:
If you think about any of your customers, where do you think they want their IT dollars to go? The answer is not difficult! They want them to go toward delivering new solutions to help them make themselves more competitive; and help them to develop new businesses. Businesses everywhere are looking to IT to deliver more value to the business. Many IT departments have the resources to do this. The problem they face is that IT sprawl means that those resources are tangled up in legacy architectures and inflexible stacks of IT. www.articulate.com
70% captive in operations and maintenance Rigid & aging infrastructure Application & information complexity Inflexible business processes
Business innovation throttled to 30% Time to revenue Cost of lost time, effort, opportunity Unpredictable business cycles
Source: HP research
When looking closer at IT today, the cost of operations has absorbed a huge portion of the IT budget - up to 70% including both support and maintenance leaving little budget for more strategic or innovative needs. Business Innovation is throttled down to 30%. Think about any one of your customers. If you take 3-5% as the annual spend on IT (based on revenue some companies invest a great deal more) and imagine a customer with a turnover of $20m this means they are investing up to $1m per year on IT. In reality this means that 70% of this or $700k is just being spent to keep the systems running. Time for a change! This points to a fundamental divide. Business application owners are looking for faster time to value, quicker returns on technology investments, and increased service levels. Theyre happy with overprovisioning if that gives them the assurance of better application performance. But on the infrastructure operations side, IT is under tremendous pressure to contain costs and gain more value from existing investments. But because of sprawl, trapped resources, manual processes and inflexibility, we see growing delays to achieving business value money goes to IT, then 12 months later the ROI may come out. Many CIOs have a long list of projects just waiting for resources to get started. In addition we see that business agility is constrained. Changes need to be made to address the fact that companies have too many applications, too much customization, and too much complexity. Finally, the need to better manage risk and enhance the quality of services to enable business success is suffering while corporate mandates and government regulations loom.
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Slide 14
The Opportunity for YOU
Notes:
IT sprawl has led to a lot of dissatisfaction. So to address these challenges, IT needs to make fundamental changes. They need to break down the silos, automate error prone manual processes and tighten management control. They need to bring together hardware, software and services to create next-generation data centers that
operate more efficiently. There is a better way and you are about to find out how! The opportunity for you is unprecedented! The need to sell on business value has never been more crucial and provides opportunities to develop long term and loyal customers all of which will drive margin and revenues for you and your organization helping you to stand out in the crowd. Let's take a closer look at the overall program.
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Slide 15
What will this ASC Program mean to me?
Notes:
What will this program mean to you? This program will continue to equip you with skills and knowledge to help you make the transition to business value selling or if you are already selling in this way the program will provide a refresh and help keep your skills in top shape. Well be practicing some of the skills you learned in the ASP course.
Selling on Business Value
Understanding how IT Investments are made and how to build a compelling Business case
Position the Business and IT value of HP StorageWorks P9000 Solutions and Services
Youll learn how major IT investments are made and how to build a business case and gain access to the Alinean ROI/TCO tools that will help you automatically create a strong and compelling business case to invest in HP StorageWorks P9000 solutions. Instead of telling you just about the features and advantages of the HP StorageWorks P9000 Solutions youre going to hear how to position the value of these solutions in business terms.
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Slide 16
Notes:
You will gain insight into taking a proactive selling approach, and you will be able to properly qualify opportunities. You'll learn how to build a proper business case, and you'll see the importance of utilizing HP Financial Services to provide your customers with alternative ways to finance their technology investments.
Proactive New Business Generation
Qualify for Success
Building the Business Case & HP Financial Services
Slide 17
The Program Roadmap 1
The Program Roadmap
Notes:
The program includes an introduction to the HP Converged Infrastructure, the challenges that your customers face, and the business benefits of converged infrastructure.
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Slide 18
The Program Roadmap
Notes:
Several modules are dedicated to helping you sell in the way that customers want to buy. You will see the benefits in taking a value-based selling approach. You will also gain new skills around the subtle art of questioning.
Slide 19
The Program Roadmap
Notes:
As you can see here, the course is structured with a series of modules, all of which are intended to improve your knowledge and skills around selling P9000 solutions. Each of the modules includes specific HP content, along with the business benefits of that particular topic.
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Slide 20
ASC Certification
ASC Certification
Notes:
Your last step is to take the Accredited Sales Consultant Exam and on successful completion you will be awarded the prestigious ASC StorageWorks P9000 Certification. That brings us to the end of this introductory section, please move onto the next one as section as you can.
Slide 21

Accredited Sales Consultant (ASC) HP StorageWorks P9000 Solutions
Notes:
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Module 1 - Introduction To Selling P9000

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Module 1 - Introduction To Selling P9000

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Presentation Details:

Slides: 21 Duration: 00:17:30

HP Certified Professional Program

Published by Articulate Presenter

HP Certified Professional Program

HP Certified Professional Program

Published by Articulate Presenter

Why are we here?

The World of Selling is Changing

Published by Articulate Presenter

represents an opportunity for you all.

The Role of the Salesperson is changing

Published by Articulate Presenter

Delivering Business Value

The Business Relationship

Published by Articulate Presenter

Published by Articulate Presenter

Why are we here?

Skills and Knowledge

Published by Articulate Presenter

Importance of Skills and Knowledge to Business Success

Published by Articulate Presenter

How we sell And to whom we sell

Published by Articulate Presenter

IT sprawl has business at breaking point

Published by Articulate Presenter

IT sprawl has business at breaking point

Published by Articulate Presenter

Published by Articulate Presenter

Published by Articulate Presenter

What will this ASC Program mean to me?

Selling on Business Value

Published by Articulate Presenter

What will this ASC Program mean to me?

Proactive New Business Generation

Qualify for Success

Building the Business Case & HP Financial Services

The Program Roadmap

Published by Articulate Presenter

The Program Roadmap

The Program Roadmap

Published by Articulate Presenter

HP Certified Professional Program

Published by Articulate Presenter

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