VDI Assessment: Customer Promo Sales Training: Offer & Process - - PowerPoint PPT Presentation

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VDI Assessment: Customer Promo

Sales Training: Offer & Process Overview

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Today’s Discussion

Program Overview Report Deliverables

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VDI Assessment Offer: Program Overview

What: Create a compelling time-based offer for targeted audience to drive adoption of desktop/app virtualization solutions (+ software + services) Proposed Offer:

• Complementary VDI Assessment offer includes info capture and analysis, and review session

Key Benefits:

• Customer: Get visibility into end-user environment to better plan out projects
• Nutanix (and Channel) Sales: Accelerate solution design and sales cycle

Target Audience: Offer is going to be promoted to attendees at upcoming events: 1. STAR WARS movie events: 40 cities across U.S. / Dec. 17-18, 2015 1. 4000+ customer/prospect attendees expected 2. Through sales/partners attending Citrix Summit Jan. 11-13, 2015 1. 4000+ Citrix sales and channel reps expected 3. Select Nutanix Desktop/App Virtualization Seminars across NAM, EMEA and APAC 1. 1000+ targeted attendees expected

Offer runs Fiscal Q3 & Q4

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Program Offer: VDI Assessment Offer

Readiness Offer (for qualified leads)

Liquidware Labs will conduct a complementary assessment of the customer’s end user environment

Collect relevant data to generate a detailed report assessing readiness for their VDI project rollout or expansion

• Benefits the customer by knowing the source information for sizing out their

environment

• Helps Nutanix and LWL build out a proposal based on current offering

No identifiable data leaves prospects environment

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INTERNAL USE ONLY

How Does It Work: VDI Assessment Offer

1. Lead attends the movie premiere or come in through a “qualified” VDI related marketing activity 2. SDR (optionally with VAR) follows up, goes through Check List for that, as opportunity is created, the campaign be filled out with VDI-Assessment 3. Discussion guides (slides attached): If qualified, creates opportunity, sends email to: vdi-assessment@nutanix.com 4. SDR + VDI Assessment deals desk notifies sales team and LWL [information in prerequisite slide] 5. LWL completes readiness service, and notifies Nutanix SDR + Deals Desk when complete 6. Field sales follows up, goes through proposal creation for customer 7. VAR & sales follows up (and… closes the deal!)

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VDI Assessment Offer

What Are the Benefits? Who Should Be Involved?

What Do I Need to Do?

• Understand user experience requirements, workstation

and application consumption metrics

• Tier and measure end-user resource needs —to design

and determine readiness

• Gain insight into application use and infrastructure

requirements—through all phases of physical-to-virtual or virtual optimization opportunities

• Senior IT end-user computing (EUC) individual

responsible for planning, design and management of architectures such as VDI, RDSH and XenApp

• Individuals responsible for IT delivery, specifically in

meeting end-user experience and performance goals while maximizing infrastructure operations, management and minimizing risk

• 1. Identify key stakeholders from your organization and provide access to appropriate IT resources
• 2. Provide a small virtualization resource pool for the readiness tool to run on for approximately 10 days
• 3. Install the virtualization readiness clients on all machines (physical and virtual) to be analyzed

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INTERNAL USE ONLY

Sales Tools

Phone script (#1, following up on lead that downloaded Migration Kit)

• Thanks for attending the <Star Wars movie premiere>, hope you found the Nutanix overview valuable. I’m calling to see if

you’re interested in discussing the next steps on your datacenter infrastructure related project. (Questions)

• Do you have an upcoming project around VDI/application and desktop virtualization? If not applicable, then follow-up with standard Nutanix

follow-up

• Do you know how many end-users/virtual desktops you are targeting? (Ex: we’re looking for 200+ over the life)
• Have you identified what end-users/applications will be affected?
• Do you have a plan for the transition?

Use Qualifications questions, see Qualification check list (If Qualified)

• That’s great, do you have a few minutes to talk about our complementary assessment offer? It can give you an accurate,

detailed picture of your current end-user environment, which will really help with your move to virtualized application/desktop. It’s no cost to you and we can get it set up in a few days. Would you like to get started? (If positive, follow steps in lead process, create opportunity, notify Nutanix deal desk, etc…)

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INTERNAL USE ONLY

Sales Tools

Email (#1, following up on lead that downloaded Migration Kit) Thank you for attending the Nutanix @ the Movies; hope you found the Nutanix information valuable. I’m following up to see if you’re interested in discussing the next steps to your datacenter project. Nutanix can help modernize your datacenter, providing hyper-converged infrastructure for workloads such as VDI and application virtualization and delivery that gives you increased efficiency, reduced expenses, and lower IT risk. The next step would be our complementary assessment service with Nutanix and Liquidware Labs, it can give you an accurate picture of your current end-user environment, which will really help with planning and migrating to virtual

• desktops. Please let me know a good time to discuss the assessment guide and to see if it’s a fit for you.

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INTERNAL USE ONLY

VDI Assessment Offer: Qualification Check List

Qualification 1: Qualify prospect for the complementary Nutanix/LWL executed end user VDI Assessment Offer service  Prospect has expressed need to virtualize end user applications and desktop  Prospect has identified budget and timing for the migration  Prospect is appropriate fit for Nutanix based on size (>100 end user)  Nutanix has identified and met/spoken with project champion and influencer at the prospect (optimally decision maker)?

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Nutanix/VAR has done our pitch and briefed prospect on the VDI Assessment Offer

 Prospect has been entered in SFDC with correct contact (name/email/phone number), and in notes a confirmation that they has been educated about the offer and that remote access to their environment is possible

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Requirements associated with the assessment are satisfied at the time the request is made to Liquidware Labs– please have the customer confirm prior. – Product – Stratusphere UX – License Period (expiration based on date issued & not installed) ~ 30 days – License Qty (typically up to 500) – Primary Desktop Platform [Physical, VMware, Citrix, Microsoft] – Additional Notes (covered in the subsequent slides)

 Send an email to Nutanix VDI deal desk (vdi-assessment@nutanix.com) with a copy of this check list and the SFDC opportunity ID

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Resources

External Facing

VDI Assessment Offer customer slides

Internal Facing

• VDI Assessment offer training
• VDI Assessment offer FAQ
• VDI Assessment offer portal page

http://alliance.liquidwarelabs.com/acceler8/partner/nutanix-vdi-assessment-offer.asp

• Email with question

vdi-assessment@nutanix.com

VDI Assessment Offer: Technical Details

Thomas Lahaussois

Technical Alliances Director, Liquidware Labs

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About Liquidware Labs

Founded in 2009 by virtualization industry veterans Headquarters in Chicago; Global Presence Triple digit year-over-year growth Privately held Award-winning patented suite of solutions

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Customer Prerequisites for the Assessment

• Access to virtualization environment
• Covering Physical, Citrix, VMware and Microsoft environments
• Network
• 2 Static IP addresses (for Stratusphere Hub and DB appliance)
• Information: DNS server, Netmask, default Gateway and NTP server
• Access to software distribution tool
• For physical desktops
• Master/golden image for virtual desktops/server

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Deliverables

Custom build report designed for the Nutanix VDI sizer Includes a summary of findings, Baseline User experience, Performance bottlenecks and sizer information

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How to Use with the Nutanix Sizer

Open sizer, create new scenario Copy paste the values in the last section of the report to the sizer

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Running the report

Open excel spreadsheet, go to “main” tab. Enter start, end dates and Hub address

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Running the report

Indicate if you are planning for VDI workloads, RDSH/XenApp, or both

If you are planning for both types of workloads, indicate the name of the group of machines targeted for each workload types. If you are planning for growth or simply assessing a sample of the total user population, enter the targeted number of users to be migrated to the Nutanix Solution.

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Running the report

Once ready, click on “run” to launch the report

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Review Findings

Review and/or modify Workload Profiles Go to report Adjust findings for sizing purpose

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Adjust Profiles

Review the actual user breakdown for each resource and adjust the profiles accordingly. Also adjust exclusion criteria to determine what users are not good candidates.

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Produce Report

From “Report” tab. Save as pdf to print or send by email

Customized for Nutanix

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Deep Dive

The spreadsheet also include more detailed information about the workload breakdown that can be reviewed and/or adjusted if needed.

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Resources

External Facing

VDI Assessment Offer customer slides

Internal Facing

• VDI Assessment offer training
• VDI Assessment offer FAQ
• VDI Assessment offer portal page

http://alliance.liquidwarelabs.com/acceler8/partner/nutanix-vdi-assessment-offer.asp

• Email with question

vdi-assessment@nutanix.com

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VDI Assessment Offer: Wrap Up

What: Create a compelling time-based offer for targeted audience to drive adoption of desktop/app virtualization solutions (+ software + services) Offer:

• Complementary offer to assessment customer
• Includes info capture and analysis, and review session with customer + Nutanix

Key Benefits:

• Customer: Get visibility into end-user environment to better plan out projects
• Nutanix (and Channel) Sales: Accelerate solution design and sales cycle

Questions: vdi-assessment@nutanix.com & nutanix@liquidwarelabs.com

Offer runs Fiscal Q3 & Q4

@nutanix next.nutanix.com