Program Call Guide
Ingram Mixro – Dell EMC Server & Storage (10/2018)
Call Guide Summary:
This call guide what Tony will use as background prior to his conversations with prospects. Tony does not
script the calls. Rather, Tony looks to position the company in the best possible light while gaining customer
htelligence on categories of information relating to the business drivers (pain) and the potential strategic solutions the prospects need implement. Tony takes consultative sales approach and looks to engage the prospect in a discussion rather than pitch them on any particular product or service
The following call guide questions are examples of what we will use to obtain leads and intelligence during the caling campaign.
Company Overview
Dell: Our story began with two technology companies and one shared vision: to provide greater access
technology for people around the world Dell Technologies instrumental changing the digital landscape the world over, fueled by the desire drive human progress through technology
Solution Overview
Dell solutions services. Organizations around the world choose Dell solutions and services to help them achieve unique business goals improve competitiveness and better serve customers.
Data Center: Leverage future-ready technology for servers and storage offerings.!
More info available here;
https://www.dell.com/en-us/work/learn/large enterprise – solutions
(note, we aren’t offering everything on that website)
Target Audience
IT Manager/Director, Storage Manager / Director, CIO,CTO
Call Introduction/Road Map
Hello My name is Tony and I am.calling from Dell EMC’. I was directed to you as the best person to speak to about your organizations server and storage
infrastructure. Is this correct?
IF YES– Great Essentily the purpose of mycallis to send you information on Dell’s suite of server and storage intrastructure solutions. Wnat is the best emll adaress to send this informaton 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 infrastructure needs. EMC is the name of The storage solutions company. Dell purchased EMC Seveal years ago.
Discussion Points
STORAGE/DR
1. What does your curent enterprise look like (# of sites, # ofusers, # of servers, # of network devices)?
2. How old is yourcurrent storage solution? What brand?
3. How much data are you storing, total? (TB amount)
4. At what percent capacity is your solution currently at?
5 Are you looking at on-premise or cloud-based solutions or both?
6. How much data capacity are you looking forin a new solution?
Back-up need:
1. Why are you looking to add to/change your back-up solution?
2. What kind of solution are you looking into? (Cloud, on-premise)
3. What brand backup solution are you using now? How old is this?
4. How much data are you backing up? (TB amount)
5. How much data capacity are you looking forin a new solution?
Disaster Recovery:
Are you considering changes to your Disaster Recovery Plan and Hardware?
SERVERS:
1. How many servers are you looking to purchase?
2. How old are your current servers? How old are the ones you are looking to replace?
3. How many servers do you have now?
4. What brand servers do you currently use?
5. 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?
OTHER:
6. What other IT initiatives do you have coming up in the next 12 months?
Next Action/ Offering:
Based on what we’ve talked about, l’d like to have my colleague follow up with you to further discuss your upcoming infrastructure initiatives. How does next____________ at __________ look for your calendar?
About The Author
