SALES CONVERSION GUIDES Flashcards
1
Q
WHO IS THE TYPICAL “BUYER” AND “INFLUENCER” FOR SOFTWARE MIGRATION?
A
BUYER: SUPER NETOPS
INFLUENCERS: CLOUD ARCHITECT & DEVOPS
2
Q
WHO IS THE TYPICAL “BUYER” AND “INFLUENCER” FOR PUBLIC CLOUD, MULTI-CLOUD ADC?
A
BUYER: SUPER NETOPS
INFLUENCERS: CLOUD ARCHITECT & DEVOPS
3
Q
WHO IS THE TYPICAL “BUYER” AND “INFLUENCER” FOR API MANAGEMENT?
A
BUYER: CLOUD ARCHITECT & DEVOPS
4
Q
WHO IS THE TYPICAL “BUYER” AND “INFLUENCER” FOR MODERNIZING YOUR APPS?
A
BUYER: SUPER NETOPS & DEVOPS
5
Q
(SOFTWARE MIGRATION SELLING)
WHAT ARE SOME TRIGGERS TO LISTEN FOR?
A
- MY COMPANY HAS A MANDATE TO MOVE TO SOFTWARE
- I’M LOOKING FOR A UNIFIED SOFTWARE APPROACH BECAUSE I WANT AGILITY AND FLEXIBILITY
- MY HARDWARE ADC IS INFLEXIBLE.
- I WANT SELF-SERVICE, AS I’VE GOT DEVOPS TEAMS IN PLACE
- I KNOW IT’S IMPORTANT FOR THE BUSINESS TO INNOVATE FASTER BUT I’M FRUSTRATED BY TEAMS OUTSIDE OF NETOPS CREATING APPS AND CHOOSING INFRASTRUCTURE THAT’S OUTSIDE OF OUR STANDARDS
6
Q
(SOFTWARE MIGRATION SELLING)
WHY DO WE WIN MORE THAN OUR COMPETITORS?
A
- SELL APP-CENTRIC
- API DRIVEN
- SELF-SERVICE MODEL
- EMPHASIZING LIGHTWEIGHT
- MUCH BETTER ROI
