Data Centers…Simplified

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<<PM Name>>

Choice Internal Sales Training FY0809

© 2008-09 Choice Solutions2

What Exactly Are We Offering to Customers?

Define the market segmentation and the specific products suitable for the different segments E.g. commodity, fast moving, simply drop the box and walk

Define advanced offerings which require our post-sales participation

Provide length of sales cycle, revenue realization, and profit margins for the different products

© 2008-09 Choice Solutions3

Relevance of this Offering to Customers

Define the customer pain point that this offering addresses

Translate into the product value proposition

© 2008-09 Choice Solutions4

Who is the Competition and What is Our Differentiation?

© 2008-09 Choice Solutions5

Principal Management

Negotiating competitive pricing from principals/partners

In the face of competition, how do we work with principals to get preferential treatment?

Importance of keeping principal commitments E.g. picking up order at a reasonable negative margin in order to meet principal

commitments. Usually, principals provide backend incentives for meeting commitments.

Training qualified sales people which relieves the principal of managing pre- and post-sales cycles; principals appreciate/demand self-sufficiency

Getting third-party commitments to fulfill post-sales obligations

© 2008-09 Choice Solutions6

What Sales Support Material To Expect

Customer needs analysis

White papers, data sheets, etc.

Proposals/quotations

Case studies

© 2008-09 Choice Solutions7

Choice Solutions Contact<<PM Name>><<Designation>>

<<email>>C: <<cell>>T: <<tel>>http://www.choice-solutions.com

Phone: +91 40 2354 7600

Fax: +91 40 2354 6400

Phone: + 91 124 4004733

Fax: + 91 124 4004733

Phone: + 91 80 4123 6368-72 Phone: +91 120 3205202 / +91 120 4321230-32

Hyderabad (HO) Gurgaon

Bangalore Noida

Phone: + 91 22 2518 5910-12

Fax: + 91 22 2518 5915

Phone: + 91 44 2431 3171-74

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Phone: + 91 20 2567 9926-27 + 91 20 3292 1412

Fax: + 91 20 2567 9927

Phone: +91 0422 4384440

Mumbai Chennai

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Phone: +91 33 3251 5541 +91 33 2463 6900

Kolkata