INTRO
Hi _____________! This is ______________ calling with Berkeley Communications. I'm calling for Matt
Houseman, our account rep for your organization. I'd like to get some time on your calendar for Matt to
talk with you about Berkeley Communications and our expertise. Would you please give me a call back
at (469) 320-4286 extension ____? Thanks!
OPTIONAL INTRO
Hi _____________! This is ______________ calling with Berkeley Communications. We're a data
storage solutions provider experienced in serving State & Local Governments, and Education throughout
California.
I’m calling for Matt Houseman, our account rep for your organization. He would like to introduce
himself and Berkeley Communications and tell you about our expertise and see where we’ll be a fit in
some of the things you’re doing. He would like to speak to someone on the Infrastructure/Data
Storage/IT team, who do I need to speak with to get this arranged?
Gather referral information. Close call.
IF RPC:
I'm calling for Matt Houseman, our account rep for your organization. He would like to introduce
himself and Berkeley Communications and tell you about our expertise and see where we'll be a fit in
some of the things you're doing.
SCHEDULE APPOINTMENT AND PROCEED TO LINE OF QUESTIONING
Appointment Date (MM/DD/YYYY)
Appointment Time (HH:MM AM/PM)
IF PROSPECT WON'T SCHEDULE PROCEED TO LINE OF QUESTIONING
IF PROSPECT CAN'T/WON'T ANSWER QUESTIONS PROCEED TO CLOSE
So that you and Matt Houseman can have the most beneficial conversation, I’d like to find out . . .
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How familiar are you with Berkeley Communications and our offerings?
What areas in your infrastructure do you plan on focusing on in the upcoming few months?
What projects do you have planned for the next fiscal year?
Where are you at in the virtualization process?
Have there been any discussions around moving to the cloud? (private/hybrid)
How many servers do you have?
(Physical Virtual )
How many TB of data do you manage?
Who is your primary storage vendor? (if NetApp, do they have a current NetApp reseller/VAR?)
What does your storage environment consist of? (SAN/NAS/DAS)
Are you looking at data protection strategies (DR/backup and recovery)?
I would like to switch gears for a moment and better understand the manner in which your agency does
business.
So in terms of decision making what role do you play? Is there anyone else who gets involved? (Gather
Contact information)
Great, if Berkeley met your needs and was able to provide you with the tools you are looking for would
you be able to allocate budget for solutions of this nature? If No, determine who would.
And when would you be looking to start implementation of these initiatives?
CLOSE: Thank you so much for your time today. I'll have Matt Houseman send you a calendar invite for
(date and time). If you don't mind, when you get it, would you check the date and time and accept it?
Thanks for your time on the phone. Have a great day!