Lesson 2 The Right Prospect (VSP – IV 5.5)

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

Why does your audience now include both IT infrastructure and IT Operations roles? A:

Because vSOM includes vCloud Director in addition to vSphere

Because vSOM includes both vSphere and vCloud Automation Center

Because vSOM includes both vSphere and vCenter Server

Because vSOM includes both vSphere and vCenter Operations Manager

Q:

vSOM is applicable to all types of customers across all verticals.

A:

True

False, vSOM is applicable to SMB only

Q:

What are the TWO general types of customers that qualify for vSOM?

A:

Customers looking for a hybrid solution

Customers who are new to virtualization

Existing vSphere customers

Customers who are ready to virtualize all layers of the data center

Q:

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 cycle

It helps you to be efficient in the sales cycle so you can drive straight to the close

It helps you customize a ROI to your customer’s environment for a successful sale

It 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 problems

Asking good questions shows the prospect that you will recommend a good solution for them

The more the prospect talks, the more you gain a broader understanding of their needs and can better customize a solution for them

The way to find out what the prospect needs is to allow them to ask the questions and guide the sales process

Q:

vSOM is applicable for smaller companies with how many VMs?

A:

1 or more

10 or more

30 or more

50 or more

Q:

What does vSOM help smaller companies with 30 or more VMs to do? Select TWO ways. 13 24 34 2312

A:

Performance monitoring and capacity optimization

Lower cost due to heterogeneous proprietary storage hardware

Manage and secure desktops in the data center and remove data off endpoints

Deliver high service levels for their business critical applications

Q:

vSOM is applicable to all types of customers across all verticals.

A:

True

False, vSOM is applicable to SMB only

Q:

What does vSOM do for customers with larger and advanced environments?

A:

It extends their data center to give them a hybrid cloud platform

It simplifies diverse apps into a unified catalog and data into centralized services

It serves as the foundation for building a software-defined data center

It helps them with connection to other services, migration between clouds, and orchestration

Q:

From the prospect’s statement below, what is their buying trigger? “We have big problems with performance and downtime of our case management tool, and it’s 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 customer’s server hardware refresh cycle is triggering them to make a purchase

The customer is looking to deliver high service levels for business critical applications, in addition to better managing these apps

The customer is planning to expand virtualization soon

They have a small IT staff supporting a large organization and/or demanding business conditions

Q:

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 VMs

These customers now want to provide more choice to their end-users

They are looking for the higher level of security that vSOM provides

These customers are looking to provide policy-based configuration management to maintain

compliance within the datacenter

Q:

What is the ultimate recommendation for Enterprise customers?

A:

These customers should evaluate vCloud Suite

These customers should evaluate vSphere

These customer should evaluate Acceleration Kits

These customers should evaluate vCenter Operations Management Suite Standard

These customers should evaluate vSOM Enterprise

What are some pain points of customers who need to virtualize or expand virtualization to include BCAs? Select all that apply.

A:1234 12345234124

High CapEx due to lack of automated patch management for BCAs

High CapEx because the physical infrastructure is complex and expensive

High OpEx from having to perform so many routine tasks

High OpEx due to providing application availability for disaster recovery

Weak protection for business critical applications because it’s too expensive to prevent downtime

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