Page 152 - UCSSW - UCS Sales Workshop

Summary

• Cisco offers a range of DC products, including pre-packaged solutions (vBlock & ExpressPod) and flexible
validated architectures (vSPEX & FlexPod)

• These solutions can provide significant business impact by:

• Lowering the TCO (especially Opex)
• Increasing scalability and agility
• Decreasing operational risk

• Opportunities can be found everywhere especially in the SMB market
• Adopt a consultative, architectural sales approach; focus on addressing business issues; use the

appropriate language and messaging when engaging with different people
• The main competition is likely to be HP, IBM or Dell. Cisco UCS offer several technical & business

advantages over all of these competitors
• Qualification is a critical phase of the sales process, it saves you wasting your time
• Objections by the customer should not be feared, but welcomed as the customer is showing an interest

in engaging with you