Q208 VMWARE
(3I & VIBE)
LEAD GENERATION
CALL GUIDE
Q208 VMWARE
(3I & VIBE)
LEAD GENERATION
CALL GUIDE
TABLE OF CONTENTS
GREETING FOR DECISION MAKER ................................................................................................................................................................................................................................................................................... 3
INITIAL QUALIFICATION ...................................................................................................................................................................................................................................................................................................... 4
QUALIFICATION ...................................................................................................................................................................................................................................................................................................................... 7
HOT CLOSE ............................................................................................................................................................................................................................................................................................................................... 8
REQUIRED INFORMATION .................................................................................................................................................................................................................................................................................................. 8
COLD CLOSE ............................................................................................................................................................................................................................................................................................................................ 9
SUPPLEMENTAL INFORMATION ..................................................................................................................................................................................................................................................................................... 11
-CONFIDENTIAL© C O P Y R I G H T
O N P A T H
B U S I N E S S
S O L U T I O N S
I N C .
2 0 0 7
V E R .
P A G E 2 O F 1 1
B D O G - 0 0 7 - 2 0 0 8 0 3 2 5 - 0 3
Q208 VMWARE
(3I & VIBE)
LEAD GENERATION
CALL GUIDE
GREETING FOR DECISION MAKER
Statement
RESPONSE
GO TO
Yes
<Q1>
No
<G2>
Hello <Prospect First Name>, my name is <BDR First Name, Last Name> and I’m calling from Hewlett-Packard on behalf of VMware.
G1
Server virtualization makes more efficient use of server resources, improving availability and disaster recovery, and centralizing administration, reducing
costs. However, up until recently, virtualization may have been thought of too costly and complex for a number of small to mid-size companies.
If you have a moment, I’d like to discuss a few new ideas that have made virtualization a reality for companies like yours.
Do you have a moment now?
No Time
<G3>
Not Interested
G2
May I ask why not?
COLD CLOSE
Capture
Information
Company Policies
Would not elaborate
COLD CLOSE
Wrong Person
G3
COLD CLOSE
<G4>
Accept
Schedule call back
Refuse
COLD CLOSE
When would be a better time, Tuesday or Thursday?
G4
Are you aware of who is responsible Information Technology within your organization?
G5
Could I please have their name, title, and phone number? <Capture Information>
Yes
<G5>
No
COLD CLOSE
Yes
No
<G6>
IT consolidation
Network security
G6
Disaster recovery/high
availability
To the best of your knowledge, what area(s) does <name>’s role cover?
Development and testing
Select all that
Apply
<G7>
Capture
Information
COLD CLOSE
Desktop Infrastructure
Other - Specify
G7
And where would they be located?
-CONFIDENTIAL© C O P Y R I G H T
O N P A T H
B U S I N E S S
S O L U T I O N S
I N C .
2 0 0 7
V E R .
P A G E 3 O F 1 1
B D O G - 0 0 7 - 2 0 0 8 0 3 2 5 - 0 3
Q208 VMWARE
(3I & VIBE)
LEAD GENERATION
CALL GUIDE
INITIAL QUALIFICATION

Ask the questions, listen to and note their answer.

Look and listen for all of the things they he/she doesn’t talk about.

Check things off this list as he/she mentions them.
GOALS:

Use situational references to evoke their current pains, needs, and desires at both a corporate and personal level.

Then tell them what we do by using compelling stories and benefit driven examples in order to map value based messages and steer the conversation

Identify the prospect’s EXPLICIT NEEDS!
QUESTION
Q1
Q2
To get a better understanding of your current situation, how many locations do you have?
Could you tell me about your current server environment?
A
Type?
Brand
B
Size?
#of Processors, Memory
C
Age?
Years
D
Form Factor?
Blades/Towers/Racks
E
Storage?
SAN/NAS/Direct
F
Operating Systems?
Version
DBMS
ERP
Q3
Can you describe the applications you are currently using in your environment?
CRM
BI Tools
Office & Collaboration
RESPONSE
GO TO
Capture Response
<Q2>
<Gather
Information.
Provide examples
and identify
business drivers or
needs by
product.>
<Q3>
Oracle
MS SQL
DB2
Sybase
Informix
Other (Specify)
SAP
Oracle
JD Edwards
PeopleSoft
Other (Specify)
Siebel
SalesLogix
Salesforce
Other (Specify)
SAP
Cognos
SAS
Oracle
Business Objects
Hyperion
Informatica
Other (Specify)
MS Exchange
<Q4>
-CONFIDENTIAL© C O P Y R I G H T
O N P A T H
B U S I N E S S
S O L U T I O N S
I N C .
2 0 0 7
V E R .
P A G E 4 O F 1 1
B D O G - 0 0 7 - 2 0 0 8 0 3 2 5 - 0 3
Q208 VMWARE
(3I & VIBE)
LEAD GENERATION
CALL GUIDE
Lotus Notes
Other (Specity)
MS Windows
Server
Linux
VMware
Citrix
Other (Specify)
Specify
Grow
Significantly
Grow Somewhat
Remain Stable
Shrink Somewhat
Shrink
Significantly
Infrastructure
Other
Q4
With the abundance of email and other applications, IT resources tend to grow dynamically with your business. In terms of growth how do you feel your
IT resources are changing over the course of the next 1-3 years?
I’m sure you are aware of some of the growing virtualization opportunities that deliver real and meaningful business benefits. Simply put, virtualization
allows helps organizations, big and small, achieve simplicity, affordability and reliability in their IT infrastructures.
<Q5>
Yes
<Q6>
No
<Q9>
Gather Information
<Q7>
Capture Response
<Q8>
Capture Response
<Q10>
Q5
Q6
Are you considering server virtualization as a way to make more efficient use of server resources, improve availability and disaster recovery, and
centralizing administration, now or in the future?
< HP Status >
Where are you in this process?
Picklist
Less than 1 month
1 – 3 months
Q7
3 – 6 months
What is the timeframe to implementation?
6 – 12 months
> 1 year
Budget
Q8
Resources
What (if anything) is influencing this timeline?
Other Priorities
Other - Specify
Price
No Budget Available
Q9
May I ask why virtualization is not a priority at this time?
Lacking Knowledge/Expertise
No IT Resources/Time
Other (specify)
Based on your situation, you may be interested to know about VMware’s ESX Server 3i, a next generation, thin hypervisor integrated in server hardware
that provides improved security, reliability, and simplified management, with rapid installation, configuration, and deployment.
Q10
Yes
<Qualified>
No
<Q11>
Plug-and-play capacity management dramatically reduces deployment time, and the thin architecture reduces the footprint, and subsequent hardware costs
dramatically.
Would you be interested in learning more?
-CONFIDENTIAL-
© C O P Y R I G H T
O N P A T H
B U S I N E S S
S O L U T I O N S
I N C .
2 0 0 7
V E R .
P A G E 5 O F 1 1
B D O G - 0 0 7 - 2 0 0 8 0 3 2 5 - 0 3
Q208 VMWARE
(3I & VIBE)
LEAD GENERATION
CALL GUIDE
Based on your situation, you may be interested to learn more about the Virtual In-Box Environment (VIBE) from Synnex and Virtual Blocks.
Q11
VIBE is an all-in-one virtualization solution for small and mid-sized companies needing a simple, cost-effective and scalable virtualization solution. By
combining 2 HP Tier 1 servers, managed network switch, along with VMware’s next generation hypervisor and hardware manager – it’s essentially an outof-the-box virtualization solution, at realistic price point.
Yes
<Qualified>
No
<Q12>
Yes
<Qualified>
No
<Q15>
Would you be interested in learning more?
Your IT infrastructure is under an enormous burden as the volume of data increases, and consolidating your IT resources can help to reduce costs, increase
agility and improve operational efficiency.
Q12
VMware and the HP StorageWorks EVA4400 with HP BladeSystem provides an ideal platform to simplify IT and respond faster to changing business
demands, while fully leveraging their existing computing investments. It’s a highly scalable and easy-to-manage storage solution with high levels of
availability and recoverability, and up to five times the management efficiency of EMC and NetApp
HP and VMware offer a comprehensive virtualization solution on a flexible infrastructure that is easy on your budget and ready to grow. Would you
interested in learning more?
-CONFIDENTIAL© C O P Y R I G H T
O N P A T H
B U S I N E S S
S O L U T I O N S
I N C .
2 0 0 7
V E R .
P A G E 6 O F 1 1
B D O G - 0 0 7 - 2 0 0 8 0 3 2 5 - 0 3
Q208 VMWARE
(3I & VIBE)
LEAD GENERATION
CALL GUIDE
QUALIFICATION
QUALIFICATION
GO TO
Summarize by paraphrasing the stated business drivers or need and combine relevant industry related examples and ROI statements and any
supplemental facts about Hewlett-Packard as needed to lead into the next line of questioning.
QUALIFIED
<Q13>
COLD CLOSE
DISQUALIFIED
QUESTION
RESPONSE
GO TO
Select all that apply
<Q14>
Yes
HOT CLOSE
No
<Q15>
Yes
<Q16>
No
<Q17>
Reducing Costs
Overall
Simplify Infrastructure
Improve Reliability
Maintaining business continuity
Consolidation
Reducing complexities
Rapid Response to change
Reduce Downtime/Ensure
Availability
Q13
What factors are most important to you when considering a virtualization solutions solution?
Disaster Recovery
Information Security, Reduce
Risk
Improve Productivity
Increasing security
VDI
Desktop Disaster Recovery
Ease Migration
Testing &
Development
Reduce Overhead
Shorten Cycle Times
Other – specify
Q14
From the sounds of things, you could benefit from learning more about integrated virtualization solutions from HP and our well-established partnership
with VMware. HP can help you meet challenges like those you have mentioned - with a complete virtualization solution that drives success for critical
initiatives, including server consolidation, workload optimization and disaster recovery.
I am going to recommend an HP representative get in touch with you to further discuss our virtualization solutions!
Q15
Q16
Do you plan on purchasing any additional Hardware and related services in the upcoming year?
Oh? What do you plan to purchase?
Industry Standard Servers
<QTY>
Storage
<QTY>
Workstations
<QTY>
Notebooks
<QTY>
Desktops
<QTY>
Printers
<QTY>
HOT CLOSE
-CONFIDENTIAL© C O P Y R I G H T
O N P A T H
B U S I N E S S
S O L U T I O N S
I N C .
2 0 0 7
V E R .
P A G E 7 O F 1 1
B D O G - 0 0 7 - 2 0 0 8 0 3 2 5 - 0 3
Q208 VMWARE
(3I & VIBE)
LEAD GENERATION
CALL GUIDE
Hand Held Devices
<QTY>
Other
<QTY>
HOT CLOSE

Summarize by paraphrasing and confirming the prospect’s EXPLICIT pains, needs, desires and linking them to the business drivers or need by
product and once again combine relevant industry related examples and ROI statements if necessary.

Add any supplemental facts about Hewlett-Packard as needed to

PRESENT THE APPROPRIATE OFFER(S)

Lead into HOT CLOSE.
STATEMENT
HC1
HC2
S1
RESPONSE
GO TO
Accept
<HC2>
Refuse
COLD CLOSE
Enter Response
<S1>
<Contact Name> That sounds smart! I’m going to follow up this call by having a HP representative touch base with you promptly to discuss how we can
help you with <state Explicit need once again>.
Can I confirm your email address?
While I have you on the phone, I would like to quickly verify a few more things…
<HC3>
REQUIRED INFORMATION
QUESTION
RESPONSE
Less than 1 mth
HC3
1 – 3 mths
What’s the timing on your current initiative(s)?
3 – 6 mths
> 6 mths
Yes
HC4
Has this already been budgeted?
No
HC5
What has been set aside?
<Enter Response>
HC6
What is the decision making process your organization uses?
<Enter Response>
HC7
What is your role in the decision making process for this specific initiative?
Decision Maker
-CONFIDENTIAL-
© C O P Y R I G H T
O N P A T H
B U S I N E S S
S O L U T I O N S
I N C .
2 0 0 7
V E R .
P A G E 8 O F 1 1
B D O G - 0 0 7 - 2 0 0 8 0 3 2 5 - 0 3
Q208 VMWARE
(3I & VIBE)
LEAD GENERATION
CALL GUIDE
Evaluator / Recommender
Influencer
Part of a Committee or Team
Buyer
Other
No Role
HC8
HC9
Oh? That’s great! Who is your <representative/reseller/partner>? Where are they located?
HC11
<HC9>
No
Wrap up
Enter Response
STATEMENT
HC10
Yes
Are you currently working with a HP Representative or reseller?
RESPONSE
Occasionally HP will have local events, promotions and reports around IT related topics. As a < job title > this will be beneficial to you and your
organization.
Yes
May I capture your email so that we can keep you apprised of these events, promotions and reports?
No
Additionally, you may be interested in our Technology at Work e-Newsletter. It’s a customizable, content rich communication designed for professionals
- keeping you informed on the best practices for adapting to change. It highlights products, solutions, and comments and insights into industry leading
practices – relevant to you.
Yes
GO TO
<HC11>
<HC12>
No
Would you be interested in a free subscription?
Once again <Prospect first name>, my name is <BDR First Name, Last Name>, and I’d like to thank you very much for taking the time to speak with me
today.
HC12
In the meantime if you want more about what we have to offer, you could visit our website at – http://www.hp.ca
Enter Supplemental Comments
And, feel free to contact me toll free at <800#> and I will send you whatever information you need.
Have a great day!
COLD CLOSE
STATEMENT
RESPONSE
GO TO
-CONFIDENTIAL© C O P Y R I G H T
O N P A T H
B U S I N E S S
S O L U T I O N S
I N C .
2 0 0 7
V E R .
P A G E 9 O F 1 1
B D O G - 0 0 7 - 2 0 0 8 0 3 2 5 - 0 3
Q208 VMWARE
(3I & VIBE)
LEAD GENERATION
CALL GUIDE
It sounds like you’re currently not interested in exploring what Hewlett-Packard may have to offer at this point in time.
CC1
I would like follow up with an email for your reference that also includes a link to our website www.hp.ca where you can find information about all
of HP’s solutions, products and services. And, along with this, I would like touch base with you in a month to follow up on <state business drivers
from previous sections>.
Yes, I would
<CC4>
No, I wouldn’t
Send email
request and
schedule call
back
<CC2>
Enter response
<CC3>
Schedule call back
<CC4>
Do you mind if I call you back?
CC2
Great, <Prospect’s First Name>, can I get your email so I can send you the information on <cite stated interest>?
CC3
I will send that information out to you right away and I look forward to speaking with you in a month about <cite stated interest>.
CC4
Oh, while I have you on the phone, you may be interested in our Technology at Work e-Newsletter. It’s a customizable, content rich communication
designed for professionals - keeping you informed on the best practices for adapting to change. It highlights products, solutions, and comments and
insights into industry leading practices – relevant to you.
<CC5>
No
Would you be interested in a free subscription?
CC5
Yes
Once again, my name is <BDR First Name, Last Name>, I’d like to thank you for your time, and please keep Hewlett-Packard in mind for any of
your future business needs.
Enter Supplemental Comments
Have a great day!
-CONFIDENTIAL© C O P Y R I G H T
O N P A T H
B U S I N E S S
S O L U T I O N S
I N C .
2 0 0 7
V E R .
P A G E 1 0 O F 1 1
B D O G - 0 0 7 - 2 0 0 8 0 3 2 5 - 0 3
Q208 VMWARE
(3I & VIBE)
LEAD GENERATION
CALL GUIDE
SUPPLEMENTAL INFORMATION
HEWLETT-PACKARD
Hewlett-Packard Company (HP) is a technology solutions provider to consumers, businesses and institutions globally. The Company's offerings span IT infrastructure,
personal computing and access devices, global services and imaging and printing. Product and service categories include desktops and workstations; notebooks and
tablet personal computers (PCs); printing and multifunction; handheld devices; monitors and projectors; fax, copiers and scanners; digital photography; entertainment;
storage; servers; supplies and accessories; networking, and software products. As of October 31, 2003, HP organized its operations into six business segments: the
Imaging and Printing Group, the Personal Systems Group, the Enterprise Systems Group, HP Services, HP Financial Services and Corporate Investments
<To be Included>
-CONFIDENTIAL© C O P Y R I G H T
O N P A T H
B U S I N E S S
S O L U T I O N S
I N C .
2 0 0 7
V E R .
P A G E 1 1 O F 1 1
B D O G - 0 0 7 - 2 0 0 8 0 3 2 5 - 0 3