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Games for Structured Outcomes in Complex Solution Sales

This internal document outlines a strategic approach to enhancing customer engagement in complex solution sales through innovative gaming techniques. By fostering collaboration and positive interactions, we aim to transform customer meetings into valuable experiences that focus on individual needs. The document highlights success stories from early trials at HP and NetApp, illustrating overwhelming positive feedback from both customers and sales teams. It emphasizes the importance of clarity in value propositions and explores tactical strategies for increased engagement and relationship-building in sales.

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Games for Structured Outcomes in Complex Solution Sales

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  1. Games for Structured Outcomes in Complex Solution Sales Paul J Mantey Strategic Business Development – Enterprise Strategy Office, NetApp Fort Collins, CO paul.mantey@netapp.com

  2. Sales? “… Because it’s you…” NetApp Confidential - Internal Use Only

  3. Meet Savannah: My Trusted Advisor NetApp Confidential - Internal Use Only

  4. Connecting Needs with Solutions NetApp Confidential - Internal Use Only

  5. Early Trials at HP (2007 – 2009) • Success: We played some games with customers! • Engaged with 4-5 customers, 1-2 internal groups • Overwhelmingly positive customer feedback: • “Thank you so much for making this meeting about me, and not about you.” • Positive sales team feedback: • “I’ve learned more about this customer in the last 2 hours than in the previous 2 years.” • Challenge: Getting executive-level clients to engage • Defining an engagement up-front • Crisp, clear value statement • Challenge #2: Getting sales teams to engage • “I’m going to play games with my customers? Seriously?!” • “I can’t possibly facilitate that…” NetApp Confidential - Internal Use Only

  6. Early Win at NetApp (2010) For more information, contact Paul Mantey: (970) 449-3906 NetApp Confidential - Internal Use Only

  7. Throwing Speedboats at (Unsuspecting) People… NetApp Confidential - Internal Use Only

  8. And then taking them out for (good) beer… NetApp Confidential - Internal Use Only

  9. With Insights from Tyler the Beer Dude… • Bet Big to Win Big • Leveraging Your Infrastructure • Reduce/Re-use/Recycle • Tours • Know Your Market • Look for People Who Like Craft Beer • Not targeting all 50 states • Grow with the Market • Fix the Relationships when Sales Lag • Lead with Your Strongest Offering • Be Passionate About What You Do NetApp Confidential – Limited Use

  10. Created Lightning in a Bottle! • From project concept to production in 10 months • Federal Project • FISMA Moderate Certified • Business case • Architectural Blueprint • Close bonding as a team: • “That stupid Speedboat activity was amazing. We went from four companies, each expecting a power point bath to a tightly-knit team with a great understanding of where we could go together.” - Wayne Plourde, CSC NetApp Confidential - Internal Use Only

  11. Isn’t it amazing what we can accomplish while having fun? NetApp Confidential - Internal Use Only

  12. The Big Opportunity Line of Business Business Processes Application Development CEO Infrastructure Operations Infrastructure Architecture $$$$$ $$$$ $$$ NetApp typically calls here $ NetApp Confidential - Internal Use Only

  13. Defining Some Terms • Agility @ Scale = Agile Development Methodologies + Agile Data Infrastructure NetApp Confidential - Internal Use Only

  14. Bringing Worlds Together Predictability Challenge the Status Quo Consistency Creativity Think Outside the Box Risk Taking Risk Avoidance Process Driven Development Delivery NetApp Confidential - Internal and Partner Use Only

  15. The Best of Both Worlds Challenge the Status Quo Consistency Predictability Creativity Think Outside the Box Process Driven Collaboration Flexibility Speed Scale NetApp Confidential - Internal and Partner Use Only

  16. Agile Discovery Workshop - Pilot • Goals: • Collaborative business case development • Tackle complex issues unsolvable by single entities • Identify key success factors • Games Played • Recommendations • Clarify design goals • Define full lifecycle solutions • Conduct “Whole Product” analusis • Develop clear pictures of the infrastructure and services NetApp Confidential - Internal Use Only

  17. Defining Some More Terms • Agility @ Scale = Agile Development Methodologies + Agile Data Infrastructure • Agility @ Business Scale => Applyinh agile concepts beyond development and delivery to the entire enterprise (Marketing, Sales, HR, Legal, etc) NetApp Confidential - Internal Use Only

  18. Agility at Business Scale Innovation Productivity Flexible Infrastructure Accelerated DevOps Development Marketing Sales Sustainability Growth Business Analytics OperationalExcellence Delivery NetApp Confidential – Limited Use

  19. Questions for You • How do we position Workshops for Agility @ Business Scale? • What do we call them? • Where do we go from here? NetApp Confidential - Internal Use Only

  20. NetApp Confidential - Limited Use

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