Assessments provide a systematic process and set of tools to approach customers, evaluate their environments and determine the gap between where they are and where they need to be. As a result, you gain rich data about your customers to help you formulate a strategy for more sales opportunities. Follow these three strategies to assess customer needs.
- Lead with vSphere 6.5: Tie the latest vSphere upgrade, vSphere 6.5, into current conversations with all your VMware customers, because VMware is going to end support for vSphere 5.5 this September. To avoid gaps in service coverage, an upgrade could mean capitalizing on adjacent revenue opportunities in servers, storage and deployment services. Also, vSphere 6.5 brings new features, like predictive VM balancing and VM-based encryption, to an improved web client. vSphere 6.5 also fuels the adoption for public cloud solutions like VMware Cloud on AWS, an on-demand service that lets you to run your clients’ applications across vSphere-based cloud environments with access to a range of Amazon Web Services (AWS).
- Lean in: Some of the best sales people don't talk; they listen and ask customers questions about their existing environments. For example, security and the software-defined data center (SDDC) are hot topics today, so opportunities may be just a question away. Also, focus on outcome solutions by planning for the future, so your customers can start small and grow as their needs increase, through enhanced features or additional hardware.
- Go beyond the calculator: You can’t prove TCO through a calculator alone. By leaning in, understanding your customers’ businesses and planning will you truly understand their current state.
Your next assessment for an SDDC
For example, if a customer is interested in the benefits of a SDDC or looking to see if their current infrastructure is ready for a future with SDDC, you can employ one of these four assessments:
- Hybrid Cloud Assessment (HCA): Include public and private cloud cost comparisons, private cloud costing and fine-grained cost analysis. The HCA allows you to identify opportunities to sell public cloud offerings like AWS or Azure, VMware vRealize Business for Cloud, and vRealize Suite.
- vSphere Optimization Assessment (VOA): Review intelligent operations, capacity and efficiency analysis, and CapEx and OpEx gains to reduce risk right-sizing your customer’s environment. The VOA helps you identify opportunities to sell management with VMware vSphere for Operations Management and/or vRealize Suite.
- vSAN Assessment: Perform a storage capacity and performance analysis to see if your customer needs an all-flash or hybrid virtual storage solution. This simplifies planning virtual storage solutions by working with real customer data for the best virtual storage solution. The vSAN assessment helps drive the sale of VMware vSAN.
- NSX Network Assessment: Map the network and perform a security vulnerability assessment, microsegmentation planning and proper firewalling rules. This assessment could lead to selling VMware’s network virtualization and security platform, NSX, and VMware vRealize Network Insight.
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For more information about assessments and how to identify customer opportunities, visit VMware’s Partner Central or contact a VMware and Ingram Micro market development specialist today:
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