Page 132 - UCSSW - UCS Sales Workshop

Selling Against HP Internal • Complex product portfolio
• Poor integration of HP / Compaq / EDS
• Dominant in the server market External
W/ 3Com
S• Long standing relationships
• Complex and no converged server
• Comprehensive DC product portfolio management

Strengths W• ecVoiarmtkupanlelexCostnosnmeeacstnaingeefficient and

Helpful Harmful

• Poor history of selling direct • Extending reach into core
and alienating partners
T• Capitalizing on vendor
O• Uncoordinated sales teams relationships

• Power and cooling problems • Established approval by
application vendors
• Per-chassis licensOingpepsocarltautensictioestss
Threats