Page 119 - UCSSW - UCS Sales Workshop

Influencing the UCS Stakeholders • Prove value – proof points, where
have you saved money?
CxOs
• Show me what success looks like
• Show you want to build a long term (and failure)
relationship
• Show me how you can solve my
• Don’t sell to me – listen problems
• Be on my agenda not yours
• Can I rely on you to leverage • Where can you take cost out &
where can you help to protect
resources? revenue?

• Can you execute?

Be Present Bring Value

Extraordinary Preparation: Know my
World
1. Fact Finding
Do they use blades? Are they regulated? Is IT struggling • Do your research and
to be relevant? homework

2. External Analysis
How good are their green credentials? How good is their
customer service?

3. Client’s Strategic Vision
Is DC refresh a part of this?

4. Objectives Analysis
What do they expect of IT?

5. Measures of Success / Identify KPIs and Critical Success
Factors (CSFs)
Cost reduction? employee productivity? carbon
footprint? growth? All have implications for selling UCS