NetApp Marketing Campaign

Call Guide Summary:

This call guide is what TSL will use as background prior to our conversations with prospects. TSL does not script our calls. Rather, TSL looks to position your company in the best possible light while gaining customer intelligence on categories of information relating to the business drivers (pain) and the potential strategic solutions the prospects need to implement. TSL takes a consultative sales approach and looks to engage the prospect in a discussion rather than ‘pitch’ them on any particular product or service.

The call guide questions are examples of what we will use to obtain leads and intelligence during the calling campaign.

Company Overview:

NetApp is the data authority for hybrid cloud. We provide a full range of hybrid cloud data services that simplify management of applications and data across cloud and on-premises environments to accelerate digital transformation. Together with our partners, we empower global organizations to unleash the full potential of their data to expand customer touchpoints, foster greater innovation and optimize their operations.

HQ Address

1395 Crossman Ave
Sunnyvale, CA 94089

 

Solution/Service Overview:

Cloud Services

• Migrate your file-based applications to the cloud to achieve the precise performance, scale, and security each application demands.
• Move analytics to the cloud to make data-driven decisions faster.
• Store databases in high-performance file services in the cloud, with ability to revert to previous states and create rapid clones for dev/test.
• Automate development and test environments with the ability to clone hundreds of environments in minutes.

Hyper Cloud Infrastructure

• Private Cloud
• Multicloud: Get consistent experiences across virtually every cloud by converging public clouds, private clouds, virtual machines (VMs) and microservices. Choice enables the same data services across your hybrid multicloud with programmable APIs, frictionless consumption and no cloud lock-in.
• Public Cloud

Flash Storage: Accelerate your business-critical databases, consolidate your footprint, and protect your data with the world’s fastest enterprise class flash.

• Accelerate workloads and analytics
  • SAP & Oracle Database Solutions
  • Analytics & AI
  • Design Applications
• Gain Data Center Efficiencies
  • Data Center Consolidation
  • Virtual Server Infrastructure
• Protect and Secure Data
  • Backup, Business Continuity, and Disaster Recovery
  • Data Security and Privacy
  • Data Compliance

Data Storage Systems

• All-Flash
• Hybrid-Flash
• Object storage systems

Data Infrastructure Management

• Maintain control of your data no matter where it resides in your hybrid cloud environment.
• Leverage our industry-leading portfolio of enterprise-grade tools to manage and monitor every aspect of your data infrastructure.

Professional Services

• End-to-end expertise and insight
• High-touch consulting services to help you facilitate alignment of your business and technology goals. Our proven expertise can help you define a long-term data fabric strategy and operations model for your enterprise and execute on IT initiatives to drive digital transformation.
• With use of our highly skilled services experts, you’ll mitigate risk and streamline solution design, deployment, migration, and integration—on premises and in the cloud—to bring the benefits of new technology to your business faster.
• Operational Support Services

 

Target Audience

VP of IT, CIO, CTO, Director of IT, Manager of IT, Infrastructure Manager, Systems Administrator

Call Introduction/Road Map

Hello! My name is ___________ and I’m calling on behalf of NetApp, a hybrid cloud data services and data management company. I was directed to you as the best person to speak to about your organizations data storage and infrastructure. Is this correct?

IF YES– Great! Essentially the purpose of my call is to send you information on NetApp’s products and solutions for storage and the IT infrastructure. What is the best email address to send this information to?

IF NO– Obtain name/contact information of the correct contact.

Next action:

I’m hoping to get a better understanding of your organization’s current and future storage/infrastructure needs.  MOVE ON TO DISCUSSION POINTS

 

Discussion Points

1. What does your current enterprise look like (# of sites, # of users, # of servers, # of network devices)?
2. How are you currently handling data growth? What storage solution do you have in place?
3. How would you describe your level of confidence and sense of security with your current backup and storage solution? How much data are you currently backing up?
4. In which direction, would you say that your data storage capacity needs are trending?
   1. Rapidly expanding?

1. How effective is your current data storage solution in meeting your growing enterprise data storage demands?

1. 1. Maintaining at the current level without any forecasted growth or decline?
2. How have you managed your evolving storage capacity/complexity needs over the years?
   1. Has it been costly and to add new hardware or new software licenses or to otherwise make structural changes to your storage model?
3. Are you managing several different storage pools today?
   1. Have you looked into consolidating your disparate data pools through storage virtualization?
4. Are you actively experiencing any troubling bandwidth or latency concerns?
5. How readily can you manage your current data storage platform with a dashboard that provides you with intuitive visualization and administration capabilities?
6. Are you experiencing application performance issues?
   1. If so, what applications are you having trouble with?
   2. What impact would it have on your business today if the performance was great vs. just ok or good?
   3. What does that difference mean to your company?

10. How costly is the downtime of your critical applications? Has anyone on your team measured the impact of downtime to revenue and operations?
11. What brand of servers are you running on? How old?

12. 1. What operating system(s) are your servers running on?
    2. When are you looking to refresh your existing servers? Do you have a brand preference?
13. How often do you test your DRP? What is your recovery time?
14. Have you looked into Cloud Computing for your business? What interested you most?
15. Are you already utilizing any cloud-based solutions? If YES, Public? Private? Hybrid?
16. Have you looked into Hyper-Converged Infrastructure? Did you deploy any in your environment? Do you plan to expand the use of Hyper-Converged Infrastructure? Would you like a strategy discussion on the technologies available?
17. What other IT initiatives do you have coming up in the next 12 months?

Next Action/ Offering:

Based on what we’ve talked about, I’d like to have my colleague follow up with you to further          discuss your upcoming initiatives. How does next _____ at ______ look for your calendar?

 

Deeper Dive Questions (where applicable)

• Initiative Questions
• Tell me more about your project or plans to change?
• What do you hope to achieve?
• What features and benefits are important to your organization/efforts?

 

• Compelling reasons to change / consequences for not changing
• What is your main motivation for change?
• What happens if you do not change?
• What benefits do you expect to receive from changing?
• What are the business drivers of this initiative?

 

• key issues
• What key issues will you look at in your evaluation process?
• What would you like to see from a provider?

 

• Budget
• Do you have a budget in place for this initiative? If so, are you able to disclose the size of the budget?
• If you have not established a budget, when do you expect to establish?
• Do you have a rough estimate as to the size of the budget?
• Do you anticipate a minimum budget threshold?
• How much do you anticipate investing?

 

• Decision making process
• What is the decision making process and how many people are involved?
• What is the prospect’s role in the process? Is there a final decision maker?
• How will the decision be made?

 

• Timeframe

When will you make a decision on this initiative? When do you expect to start?