1. Anxiety Questions Solution Description Business Issues Problem Probing Questions Solution Probing Questions Power Value Plan VALUEPROMPTER ® All Rights Reserved. ValuePrompter ®, is a registered trademark of ValueSelling Associates, LLC. Visualize, Inc. | +1.888.88.GOALS | info@visualize.com | www.visualize.com Visualize for ValueSelling | Copyright ©2007-2012 by ValueSelling Associates, LLC | Creators of the ValueSelling Framework ® Understand current issues, priorities and desired end; Identify gaps & success measures; Develop a proposal for short & long term adoption; Gain access to key stakeholders and present solution; Prove value with customer examples, ROI tool, demo, eval Target Audience: Head of IT Infrastructure or IT Operations VMware vSphere unlocks the traditional 1:1 architecture of x86 servers by abstracting the operating system and applications from the underlying physical hardware, enabling a more cost-efficient, agile and simplified server environment. vSphere server virtualization delivers up to 50% IT cost savings and a 10:1 or better server consolidation. ratio. Are you spending too much of your budget on server hardware to support increasing application demands? Is server sprawl creating management and datacenter space challenges for you? Controlling capital expenditures, operational costs and datacenter sprawl and expansion. Ensuring high-availability and flexibility of IT services. Open Question… What are you doing to reduce IT costs? Probing Questions… 1.Do you feel that you are getting the most of your server infrastructure? 2.Are you looking to save on server hardware costs? 3.Is your team overburdened with having to manage a expanding and increasingly complex server environment? 4.Are you having difficulty meeting application SLAs? 5.Do you wish that your server infrastructure was more flexible and agile? Open Question… Do you have an achievable plan to reduce your server infrastructure capital and operational expenditures? Probing Questions... What if VMware could give you the capability to help you.... 1.reduce server hardware requirements and operational costs? 2.Significantly increase the utilization of your existing server resources? 3.enable you to consolidate your server infrastructure and reduce server sprawl 4.ensure service levels for your applications including those most critical to your business? 5.simplify the management of your server environment? Open Question: How would you quantify the impact of downtime in your business? How does this affect you personally? Probing Value Questions.. What is the value if we can deliver a solution that… 1.reduce IT costs by up to 50%? 2.improves server resource utilization by 80%? 3.consolidates your server infrastructure by a 10:1ratio? 4.provides you the agility to keep your IT resources aligned with growing business requirements? 5.provides single view of your IT environment for health, performance and capacity management? 6.simplifies management tasks and improves IT efficiency? 7.eliminates the risk of impact to revenue or productivity due to a service outage? 8.Improves the responsiveness and effectiveness of your IT team? Head of IT Infrastructure Head of IT Operations Application Owner (e.g. Exchange, SAP, Oracle, web, etc.)