Guidelines for Successful Product Evaluations

Objectives Understand how to do a successful Nexthink V5 evaluation Understand what to deliver and avoid most common failures Increase the evaluation success rate

Evaluation? PoC? PoV? NBS? …? Whatever you name your evaluation, the song remains the same… …the process of transforming a qualified opportunity into a deal --> The shorter, the better! Extending an evaluation rarely paid off! 3-5 weeks is typical duration of a successful evaluation --> The day before is critical, The first day is key, the first week is the most important, Then it’s all about closing!

Key success factors People @Customer Sales <--> Presales/SE Teamwork Phases & Milestones Area of interest and related deliverables

People @Customer Involve all levels, they are equally important to our success (or failure) Use the same data but deliver different stories and messages Help me impacting the business Help me to achieve corporate goals Help me to succeed my strategic initiatives Help me driving my projects Help me managing my team’s deliverables Help me communicating my delivery Help me delivering my daily tasks Help me satisfying my manager’s reporting needs

People @Customer IT staff Middle management, team leaders Make them use the product Generate enthusiasm not threat (not here to audit, control their jobs but make their life easier) Help them solve existing issues, discoverer valuable intelligence to generate use cases Gather info (current and future projects, changes) Middle management, team leaders Report early in the evaluation the initial progress to get them more interested and involved They will guide to the right area of focus for next phases Give them access to the portal, build them a few widgets that will help monitor their projects and KPIs Decision makers If the staff needs it, and the managers support it, executives will be ready to invest They do not buy tools, they invest in roadmaps and vision Key message is on how Nexthink can improve/complement other big projects and current (future planned) tools/investments

Sales <--> Presales/SE Teamwork Define what will mater Detect who should be addressed and how Use findings to raise management interest Guide the pre-sales. Build the story that will resonate Sales Interesting findings Detect the team’s issues Link Nexthink to the main initiatives Find the major cases Make sure the story makes sense Pre-sales

Phases & milestones

Area of interest and related deliverables Operations QoS Windows Migration Desktop Standardization Bandwidth Usage Software Licenses Security & Compliance Malware and Antivirus Corporate Policies Abnormal Behaviour Network Access Continuous Audit Helpdesk & Support Proactive Approach Time to isolate problems Software versions Reduce Tickets Change Management Initiatives Governance ISO / ITIL SOC, NOC Transformation VDI / Migration Automation

10 recommendations Don’t start unless the business case is made Don’t count on the evaluation to qualify a deal or solve a problem 3 weeks is the ideal duration, max 5 weeks. The first days are critical, be ready to work hard these days! The evaluation project is driven by the sales because it’s a sales job, including the final presentation! Do 80% of the evaluation in 20% of your time, only 20% max of what you do will interest the customer! If they use the product during the evaluation, they will not be able to live without it The last presentation is a sales meeting, not an audit submission Address all levels during and at the final presentation of the evolution Present cases, not list of findings; better 3 undebatable cases than 50 findings unrelated to anyone’s job, priorities, mission The presentation takes 30min but 2 days to be prepared, a report is optional and provided only after the final presentation