Copyright © 2004 VMware, Inc. All rights reserved. Consultant Sales Using Virtual Infrastructure Methodology (VIM) \ World Wide (WW) Practice Development.

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Presentation transcript:

Copyright © 2004 VMware, Inc. All rights reserved. Consultant Sales Using Virtual Infrastructure Methodology (VIM) \ World Wide (WW) Practice Development Channel Sales Engineer (SE) Training January 12, 2006

2 Copyright © 2005 VMware, Inc. All rights reserved. AGENDA Selling Your Services Along with VMware Subcontracting with VMwares Professional Service Organization (PSO) VMwares Consultant Training & Qualification Services VMware Partner Central VMware Authorized Consulting (VAC) Boot-camps Welcome -- Why are we here?

3 Copyright © 2005 VMware, Inc. All rights reserved. Selling Your Services with VMware Know your customer Who are the key decision makers and influencers? What is their financial/operational status & qualified budget range? i.e., how much can they afford to pay? Where are the organizations pain points and what solutions do they require? When do they need them? What are their goals and initiatives? And why? What are their 2006 IT challenges? And how can we help?are their 2006 IT challenges? Consulting is based on trust…

4 Copyright © 2005 VMware, Inc. All rights reserved. Selling Your Services with VMware U nderstand and Qualify Requirements and Budgets W hat problems can a VMware package solve for your customer? W hat are the time pressures, if any? E xactly what is the business impact of their needs and goals in terms of whether this should be: a Jumpstart/Workshop? or a VIM Deployment?

5 Copyright © 2005 VMware, Inc. All rights reserved. Selling Your Services with VMware (contd) Sell and deliver a successful Proof of Concept (PoC)! Jumpstarts and Workshops are a great way for you to present PoC and be paid for it! Demonstrate your skills and credibility. Build trust ! Lead with the VIM: The glue that ties it all together!