qualifying conversation with a servicenow-blazent … · opportunity drivers qualifying...

Qualifying conversation with a ServiceNow/Blazent prospect

www.blazent.com QUALIFYING CONVERSATION WITH A SERVICENOW/BLAZENT PROSPECT

Elevator Pitch

Blazent helps organizations like yours leverage data more effectively and efficiently. We solve the garbage in - garbage out problem that all organizations struggle with by providing a complete and accurate view of data from disparate sources. This enables better business decisions for operations, finance and technology infrastructure business units.

Situational Positioning

Blazent can be used for many areas of the business ...however, for ServiceNow customers like you, we reduce time and effort on challenging initiatives such as - ITSM tool migrations, Initial CMDB stand ups and automating the collection and validation of data for the CMDB and ServiceWatch.

Initial Qualification

To do: Make sure you update the CRM with the contact details.

Customer titles most likely to buy or strongly influenceVP/Director of Infrastructure, VP/Director of IT Operations

Trial close

Q: We have helped many clients with the same challenge, would you be open to a short call to talk through some of your unique challenges in the areas you have identified and learn how we have helped other companies address the same issues?

If YES

Do any of these resonate with you?Are you having challenges in any of these areas?

Q: What challenges are you presently dealing with or planning on tackling?

If NO

Q: Are there areas that data quality, manual collection of data, and reconciliation of data that are a concern?

Sample probe - I am always interested in learning how organizations verify and validate data for their CMDB - How are you currently or planning on solving this challenge?

Stop and listen. Let the prospect walk you through what they do and listen for gaps and opportunities.

If still No – Make complimentary statement. You are way ahead of most organizations. I would still like to send you some more information, Can I get your card?

Listen. Let them identify the challenges or use case they are dealing with from the list you presented.

(Then we know a common challenge resonates)

Opportunity drivers


Opportunity Traits

Customers in the beginning phase of the ITSM tool migration (HP, BMC, CA) – Existing ServiceNow customer standing up a CMDB or trying to get value from a single source of truth in IT. – Customers maintaining multiple, on and off line data sources and looking to automate the collection and maintenance to:

Pains:

What are the compelling events/buzzwords?

Create a service-aware CMDB. By combining Blazent with traditional “infrastructure” discovery – which is typically used for asset management and inventory use cases – reduces the likelihood of assets being missed or duplicated. Working with ServiceNow “top-down” service discovery, customers gain the ability to manage the health of their infrastructure in a business services (e.g. operations, finance, infrastructure, user-centric) context.Reduce the cost, impact and occurrence of service outages, therefore maximizing Quality of Service (QoS) in the enterprise.Maximize the investment of a ServiceNow ITSM deployment, based on the fundamentals of Service Management, i.e., CMDB, Incident, Problem, Change, and Service Catalog.Drive retention and growth; the addition of Blazent enables existing ServiceNow clients to embrace change management – stabilizing and retaining customers while making the platform stickier and driving expansion through new initiatives. (Major account clients would benefit from this relationship.)ServiceNow customers mature enough from an IT standpoint to now have a focus on ITOM.

Customers do not have an automated way to document or map business servicesMapping business services is a manual process, network diagrams are updated and maintained. These manual processes rely on tribal knowledge and create static schematics that do not represent the “live” nature of business services due to frequent change management. Service Outages continue to plague IT and the businessIT Operations executives need a better way to be proactive to server and patch maintenance to reduce the number of service outages affecting their business, as well as the time required to recover. Better visibility of service dependency can minimize the impact to critical services during maintenance or outages.Change events impact operations negatively - lack of visibility – Proactive change decisions rather than reactive. Change collisions – causing more incidents reducing MTTR, SLAs, cost per incident.

Other customer initiatives that are relevant:Competitive MigrationData Center MigrationCloud MigrationData Center OptimizationCompliance Audits – complete view of all hardware across all sources Availability / Quality of ServiceApplication Rationalization

Value selling questions


Value Selling Problem Probing Questions(Answers to these questions must be “yes” or “no”)

Can you correlate infrastructure to business services today?

Can you understand and quickly identify how infrastructure events are connected to services and potential outages and problems?

Do you know what the financial impact of service outages are to your company?

Do you manually map services today?

Are you happy with the results? (And what you are spending on it?)

If NO Q: Would you like to? If YES Q: How do you correlate infrastructure to services?

If NO Q: Would you like to? If YES Q: How are you achieving this today?

If NO Q: Would this be of benefit? If YES Q: How are you minimizing the impact today?

If NO Q: Can you share what your plans are to solve this?If YES Q: Have you validated the results?

If NO Q: How are you doing this?If YES Q: How much time and effort does that take and what are the costs?If YES Q: Is it a problem today to keep manually created service maps up to date?

Failed Service Mapping Efforts

Questions to Ask Is there an initiative within your company now or in the next six months to provide more service-centric views of your IT infrastructure?

Underlying Issues to Listen ForAbandoned mapping due to technical failure, high costs, or lack of resources and still has critical needs that

originally drove the effort. Struggling with service issues and knows that implementing service maps is a must. Lack of understanding; may not know that traditional mapping initiatives usually fail.

We cannot map infrastructure to services because our process is error-prone and static (manual processes). Technology silos and disparate geographic locations.

Our Value ServiceNow offers the only service-centric discovery and mapping product in the market that leverages complete and accurate infrastructure data via Blazent. Agentless – no need to install software on endpoints or systems, resulting in rapid time to value and less administrative overhead. Automatically maintained, and always-accurate service discovery and dependency mapping technology – no manual processes. Built-in knowledge base – both technology and vendor aware; service “patterns” provided out of box and extensible to custom LOB apps

Close Based on the information prospect is either qualified in or qualified out.


More specific qualification content

qualifying conversation with a servicenow-blazent … · opportunity drivers qualifying...

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