Lesson 2 The Right Prospect (VSP – IV 5.5).docx

Q:Why does your audience now include both IT infrastructure and IT Operations roles?A:Because vSOM includes vCloud Director in addition to vSphereBecause vSOM includes both vSphere and vCloud Automation CenterBecause vSOM includes both vSphere and vCenter ServerBecause vSOM includes both vSphere and vCenter Operations ManagerQ:vSOM is applicable to all types of customers across all verticals. A:TrueFalse, vSOM is applicable to SMB onlyQ:What are the TWO general types of customers that qualify for vSOM?A:Customers looking for a hybrid solutionCustomers who are new to virtualizationExisting vSphere customersCustomers who are ready to virtualize all layers of the data centerQ:What do you get from using the sales tool called the ValuePrompter?A:It takes you to cheat sheets, call guides, white papers, presentations and more to assist in building value with the prospect during the sales cycleIt helps you to be efficient in the sales cycle so you can drive straight to the closeIt helps you customize a ROI to your customers environment for a successful saleIt helps you drive the sales conversation toward the value that vSOM creates for the customer, starting from their business issues, and ultimately to determining if the value of solving their business issues is sufficient for a purchase.Q:Why is effective questioning important to help you close a sale?A:Questions that are worded correctly will tell the prospect what they need to solve their IT problemsAsking good questions shows the prospect that you will recommend a good solution for themThe more the prospect talks, the more you gain a broader understanding of their needs and can better customize a solution for themThe way to find out what the prospect needs is to allow them to ask the questions and guide the sales processQ:vSOM is applicable for smaller companies with how many VMs?A:1 or more10 or more30 or more50 or moreQ:What does vSOM help smaller companies with 30 or more VMs to do? Select TWO ways.13 24 34 23 12A:Performance monitoring and capacity optimizationLower cost due to heterogeneous proprietary storage hardwareManage and secure desktops in the data center and remove data off endpointsDeliver high service levels for their business critical applicationsQ:vSOM is applicable to all types of customers across all verticals.A:TrueFalse, vSOM is applicable to SMB onlyQ:What does vSOM do for customers with larger and advanced environments?A:It extends their data center to give them a hybrid cloud platformIt simplifies diverse apps into a unified catalog and data into centralized servicesIt serves as the foundation for building a software-defined data centerIt helps them with connection to other services, migration between clouds, and orchestrationQ:From the prospects statement below, what is their buying trigger? “We have big problems with performance and downtime of our case management tool, and its now affecting the business. We have to do something about it, even if it means upfront cost. These problems are reducing office productivity about 10% overall and climbing. All the lawyers are complaining.”A:This customers server hardware refresh cycle is triggering them to make a purchaseThe customer is looking to deliver high service levels for business critical applications, in addition to better managing these appsThe customer is planning to expand virtualization soonThey have a small IT staff supporting a large organization and/or demanding business conditionsQ:Why would customers who are already virtualized need vSOM?A:vSphere customers that have crossed over the 30 to 40% virtualization threshold commonly deal with VM sprawl or over-provisioned VMsThese customers now want to provide more choice to their end-usersThey are looking for the higher level of security that vSOM providesThese customers are looking to provide policy-based configuration management to maintain compliance within the datacenterQ:What is the ultimate recommendation for Enterprise customers?A:These customers should evaluate vCloud SuiteThese customers should evaluate vSphereThese customer should evaluate Acceleration KitsThese customers should evaluate vCenter Operations Management Suite StandardThese customers should evaluate vSOM EnterpriseQ:What are some pain points of customers who need to virtualize or expand virtualization to include BCAs? Select all that apply.A:1234 12345 234 124High CapEx due to lack of automated patch management for BCAsHigh CapEx because the physical infrastructure is complex