How to generate leads

Navigating hybrid universes

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Know Your Personas

Who do we target?

-The primary personas we target are the following:

  • Enterprise architects
  • Infrastructure managers
  • IT Managers
  • Solutions Architects
  • Technical Lead
  • Technical Architect
  • Technical Manager
  • Project Manager
  • Public Cloud specialist Cloud Architect
  • CLevel

CIO / VP of IT

They mostly care about:
-Increase Revenue & customer / prospect brand loyalty
-Lower TCO associated with IT
-Mitigate risk of lost revenue and/or productivity due downtime

Director of IT / IT managers

They mostly care about:
-Lower TCO associated with IT
-Reduce staff’s time spent managing infrastructure (employee turnover)
-Mitigate risk of lost revenue and/or productivity due downtime

 

IT admin

They mostly care about:
-Lower TCO associated with IT
-Reduce time spent managing infrastructure

 

CXO / Chief Experience Officer

They mostly care about:
-Increase revenue & customer/prospect brand loyalty
-Mitigate risk of lost revenue and/or productivity due
downtime

 

Example of a persona tailored pitch

Cold Prospecting

Good Morning/Afternoon XX This is XX calling from Nutanix.

I appreciate I am calling you unexpectedly, would you allow me 30 seconds to explain the reason for my call?

Nutanix have been working with companies such as xxxxx and we hear the common challenges seem to be around cost reduction, needing quicker time to market and avoiding vendor lock ins do any of these resonate with you?

According to recent independent IDC reports 97% Cust retention, 25% on Prem 75% Public, 477% 5yr ROI 62% reduction in Operational Costs over 5yrs, 85% less time managing your environment, 9-month payback period, 85% less unplanned downtime for 100 users 82% faster deployment of storage, 5.6 % higher productivity for VDI users (pick a couple to quote)

We would love the opportunity to show you how we do this, do you have some time available on XX or XX

Objection Handling

We have compiled a list of recurrent objections and some recommendations on how to best handle them. See below for some examples.

Objection: I know what Nutanix does. I am not interested.
Assumption: Does not understand the value of what we do at Nutanix
Response: That’s great! How do you know of us? Have you previously met us?
We now offer solutions to bridge the gap between private and public cloud and much more. Could you spare some time on XX at XX to discuss in more depth?

Objection: Already invested in another competitor, not interested.
Assumption: Nutanix offer them nothing of further value
Response: That’s great, what have you deployed? (finding out if it is their core infrastructure, all to the public Cloud, outsourced?…). It’s great you have invested in XX, many of our clients use XX hardware alongside Nutanix. Explore alternative areas: cloud optimisation….if outsourced: ask Wehn is it being reviewed? What are your IT priorities and initiatives in this coming year?

Objection: Cloud first strategy, everything is moving to AWS/Azure/GCP
Assumption: Does not understand the value of what we do at Nutanix
Response: 40% of our clients have a Cloud first strategy and we have helped them with their cost control… What is the driver behind your Cloud first strategy? Are you using AWS/Azure/GCP? When you understand their situation better than respond accordingly. Highlight the benefits of Beam and quote a use case to secure a meeting.ICD recommends 25% on prem (WL that spikes, seasonal requirements…) and 75% in public Cloud (predictable WL i.e Email…).

Objection: Already using public Cloud
Assumption: Do not understand what we do at Nutanix
Response: That’s great that you understand the value of public Cloud. Would you give me your top 2-3 reasons for this? then respond…If I could show you the value of having your own private Cloud on prem which is secure and as easy to manage as public Cloud and which will lower your IT spend would that be of interest to you?

Download Nutanix’s Channel Objection Handling guide

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