Campaign Call Guide Summary:
This call guide is what Tony will use as a background prior to conversations with prospects. Tony does not script the calls.
Rather, Tony looks to position the company into the best possible light giving customer intelligence on categories of information relating to business drivers (pain) and the potential strategic dolutions the prospects need to implement. Tony yakes a consultation dales approach and looks to engage the prospect in a discussion rather than “pitch” them on the particular product or service.The call guide questions are examples of what we will use to obtain leads and intelligence during the calling campaign.
Solution/Service Overview:
Veritas is the leader in the global enterprise data protection and sofware defined storage market, They help the most important enterprises in the world, including 97 percent of the global Fortune 100, back up and recover their data, keep it secure and available,
guard against failure and achieve regulatory compliance As enterprises modemize their infrastructure, Veritas delivers the technology that helps them reduce risks and capitalize on their data:
World Headquarters Address
2625 Augustine Drive
Santa Clara, CA 95054
Primary Message: Business Continuity
Resiliency Platform
Today s enterprises deploy applications and serices across multiple cloud platfomms to gain agility and
cost-eficiency. But doing’ so can complicate disaster recovery Veritas Resiliency Platom recovers
applications, VMs data and more -wherever they reside- -S0 you can move confidently from on- premises
tocloud, acording !o business needs
- Enjoy broad infrastructure support. Choose the only multi- cloud platform that supports physical,
virtual or cloud- based infrastructures and offers a choice of popular data mover technologies - Get back tto business quickly Use-a policy based soluton tnat matches business appicaltions with
imfrastmcure components regardless of locaton so you get.up and running– fast. - Ensure data integrity – Get your applicatons. and associated services back online quicky win automated sequencing of workload shutdown and startup.
- Leverage non-dlisruptie rehearsals – Presene production up-lime and validate ycur imvestment
with automated simulation of migralion and takeover procedures. - Gain comprehensive reporting – Stay upto.date on ihe resilency of your busines. prove audit
complance and make informed decisons wih historical and real-time data poimts.
Secondary Messages:
● NetBackup
° Delivers unified data protection for cloud, virtual, physical and modern workloads
• Multi- -Cloud Management
• Business Continuity
○ Veritas InfoScaleAvailability ensures mission-critical applications stay up and running against unwanted downtime.
○ Veritas CloudMobility helps ensure seamless automated and assured migration for public clouds
○ ApplicationHA dramatically improves high availability for busi iness -critical virtual applications through application visibility and in-VM control.
● Software Defined Storage
○ Veritas Access is software-defined unstructured data storage with application-responsive multi-
protocol data access on server and storage hardware of choice
○ Access Appliance is an integrated Software -Defined Storage appliance for long- -temm data retention with multi-cloud capability
○ Veritas Cognitive Object Storage is an on-premises object storage offering initially available as software, which brings workfow and advanced classifcation capabilities designed to help
organizations innovate and make the most of their data regardless of where it resides on-premises private cloud or public cloud
○ InfoScale Enterprise offers world-class software-defined storage availability and management for hybrid clouds.
● Information Govemance Products
○ Data Insight is a file analysis solution that provides the tracking and reporting necessary to deliver organizational accountability for file usage and security
○ eDiscovery Platform arms investigators with a single solution to streamline regulatory requests and solve challenges across the entire eDiscovery lifecycle.
○ Veritas Enterprise Vault: our purpose-built retention management platform lets you execute diverse strategies to quickly and easily meet business and regulatory information retention requirements
○ SaaS archiving solution for retention and eDiscovery cloud and on-premises sources such as Office 365, MS Exchange, SharePoint Server, Lync instant messaging. Skype for Business,
& others.
TAGET AUDIENCE
IT Managers/Directors, Storage Managers/Directors 9 CIO CTO. VP of IT
Call Introduction/Road Map
Introduction:
Hello, this is Tony calling from Veritas Technologies We have been long recognized as the market share leader of
enterprise backup and recovery software Are you the right person to speak to regarding your IT environment?
NO Who would be the correct person to speak with?
YES: Great! Pd like to be a resource for you for any curent or future I initiatives you have What’s a good email
address for me to send some infommation to ?
Next action:
Tm hoping to get a better understanding of your organization’s business continuity needs
Discussion Points
1. How much data are you backing up currently?
2. How are you curently backing up your cntical business data? Do you feel secure in your cument backup methods?
3. What is the largest challnge you curenty face in backupidsaster recowery?
4. How much data curently represents a full backup?
5. What is your current recovery time?
3. How do you handle downtime?
7. How old is your existing backup/disaster recovery infrastructure?
8. What sofware/hardware vendors do you curently use for backup/disaster recovery?
9. What capacity are you atwith your current storage solution?
10. What type of storage solution are you curently using? What brand? How long have you had this solution in
place?
11. Do you fnd it dificult to keep up with the growth of data within your company?
a. Do you oftfen have to procure storage upgrades to meet project deadines?
b. Do you have a solution for unstructured data ?
12 Do you have multiple Storage Area Network (SAN) devices? Does this lead to dificulty in the management ofdata ?
13 Are your storage devices easy to manage?
14. What are your curent plans around adding additional storage? How much of this new capaci ity will be
consumed by your backup and disaster recovery data sets?
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 /eforts?
● KEY ISSUES
- What key issues will you look at in your evaluation process?
- What would you ike-to see tom a prowider?
● 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?
- Whatis the prospect’s role in the process? Is there a final decision maker?
- How will the decision be made?
● TIMEFRAME
- When willyou make a decision on this initiative? When do you expect to start?
● Call To Action
Now that know what you’re interested in and planning to do, Pd like to call you back with one of my colleagues who is a subject matter expert Is this same time next week a good time to call you?
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