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Reps Connect “How the Deal was Won”

Learn how VERITAS partnered with IBM to provide solid solutions and excellent customer satisfaction, ultimately winning the deal at New York Life.

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Reps Connect “How the Deal was Won”

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  1. Reps Connect “How the Deal was Won” Paco Carr-Account Manager Royston Taylor-Product Marketing Manager

  2. Introductions and Agenda • Paco Carr • New York Named Account Manager • Partnering with IBM at New York Life • Dan Harris • New York Systems Engineer • Royston Taylor • Product Marketing Manager-Storage Foundation for Oracle • Selling VERITAS solutions on AIX • Sharon LaDay • Platform Marketing Manager • Questions and Answers

  3. Partnering with IBM at New York Life

  4. The PlayersAccount Team • Account Manager/VERITAS • Paco Carr • Four years with VERITAS • Named Accounts-New York • Account Manager/IBM • Alan Miller • SE • Dan Harris • Inside Sales • Dan Edwards

  5. The PlayersNew York Life • Offers traditional life insurance and annuities, provides institutional asset management and trust services and, through a subsidiary, NYLIFE Securities Inc., provides an array institutional and retail mutual funds, including 401(k) products • Established 1845 • Fortune 100 company • Offices nationwide • 12,000 employees

  6. Deal Background • VERITAS existing products • Cluster Server • NetBackup • Foundation Suite • Environment • Solaris and Windows • Moving towards 50/50 AIX/Solaris shop

  7. NYL’s Business Needs • Rolling out new SAP project • Fail over plan from Clinton, NJ to Alpharetta, GA • 1000-1200 machines in each data center • 400 in each that are Category 1 or 2 =Mission Critical • Solutions that support AIX 5.1 & Oracle 9i

  8. Getting the Deal Started • NYL is political • VERITAS products presented: • Foundation Suite HA • Database Editions for Oracle on AIX HA • Sun rep was difficult and not partner-friendly. Taking deals direct and pushing SC and Sun-1 very aggressively. • NYL committed to replacing 50% of Unix with AIX within 4 years. • IBM showed great ROI

  9. How VERITAS partnered with IBM • VERITAS partnered with IBM as key vendors selected by NYL • IBM CER was motivated by providing good customer-satisfaction and solid working solutions over need to sell TSM or HACMP. Interested in services potential • VERITAS became a partner of the IBM complete solution and IBM formally recommended DBE HA to Sr Management • VERITAS helped IBM tell a better performance management and business continuity story to the customer

  10. Why NYL Chose VERITAS/IBM • Kept the conversations high within the account • VERITAS previously negotiated Database Editions as the standard for all new implementations • Customer architects endorsed Database Edition and integration of solution stack. • VERTIAS leveraged existing relationship as key provider of availability products to both IBM & customer

  11. Why NYL Chose VERITAS/IBM • IBM’s Global support organizations • VERITAS Enterprise solution is flexible and scalable • Financial stability • Market leadership of both companies

  12. VERITAS Value Provided to NYL • Foundation Suite and Bare Metal Restore automated fail over process • Not only fail over but captures test information and self configures backup after replication and restore to either location • Restore 2 directions at any time • Unique ability in virtual servers • Seamless Integration Integration of Storage Foundation, NetBackup Agents, VCS and VEA

  13. Selling VERITAS Solutions on AIX

  14. Closing the Gap…. Foundation Suite 3.5 5.1 & 5.2 FlashSnap 3.4.2 5.1 & 5.2 Database Edition for DB2 1.0.2 5.1 & 5.2 (DB2 7.2 EE & 8.1) Database Edition for Oracle 3.0.2 5.1 & 5.2 (Oracle 8i & 9i) Cluster Server 3.5 4.3.3, 5.1 & 5.2 Volume Replicator 3.2.2 5.1 & 5.2 Global Cluster Manager 3.5.1 4.3.3 (VCS management support) & 5.1 & 5.2 (VCS & DR support) SANPoint Control 3.5.1 4.3.3, 5.1 & 5.2 NetBackup 4.5 4.3.3, 5.1 & 5.2 Bare Metal Restore 4.6 4.3.3 & 5.1 VERITAS i³ - 4.3.3 & 5.1 Inform, Insight, Indepth

  15. How to Team with IBM • Find VERITAS solutions that helps IBM provide more value to the customer • Help IBM identify possible service offerings (VERITAS biased) that are of value to the customers • Help IBM compete against other Unix vendors and storage vendors by teaming with them early and removing customer obstacles

  16. How to Team with IBM • First response should be to team with IBM, not compete! • Never assume they are only interested in selling Servers • Avoid Software Account Managers (SAMs) and Tivoli reps. • Seek out and partner with: • pSeries reps • Storage reps • Client teams • DB2 SW Sales IBM may be the most entrenched vendor in the account

  17. How to Team with IBM • Focus on added value solutions as opposed to point products: • Always lead with VCS, HA-CMP is a non compete • Database Editions/HA for AIX (Oracle and DB2) • Server & Storage Consolidation: VVR, FS/HA, FlashSnap • Disaster Recovery: GCM, VCS, FS/HA, VVR IBM’ file system, volume manager and backup solutions are competitive

  18. ! Partner with the RepKnow the IBM Local Account Team Structure

  19. Target CustomersPlanning to migrate or consolidate • Heterogeneous environmentsexperiencing difficulties in managing multiple systems on multiple platforms • Customers cutting the ties to legacy systems from vendor(s) that have been traditionally closed to other open systems vendors • Customers balancing multiple vendors to foster competition amongst hardware vendors • Users with the need to remain adaptive to changes in system requirements, new vendor relationships, updated business processes, etc

  20. Selling PointsIBM client rep • High-end scalability and the price/performance of the pSeries servers as well as a familiar storage management paradigm from VERITAS • VCS Integration/Agents for major enterprise applications • VCS Integration with DB2 and Oracle databases • VCS Support for up to 16-node clusters for IBM pSeries servers in SAN and traditional client/server environments • VERITAS enables management of all aspects of backup and recovery using intuitive GUIs, allowing for consistent, enterprise-wide backup policies

  21. Selling PointsIBM “Blue” shops • VERITAS enables management of all aspects of backup and recovery using intuitive GUIs, allowing for consistent, enterprise-wide backup policies • Customers using VERITAS will not have to switch storage management solution if they are migrating to another platform such as IBM AIX • AIX JFS and LVM are strong competitive solutions to Foundation Suite, always position FS/HA, never FS only • Always lead with the Clustering capabilities of VERITAS • IBM does not have a comparable product to DBE for Oracle or DB2, but still position the DBE/HA solution leading with availability and recoverability value propositions.

  22. Customer Rebate of up to $5K* from IBM • A new qualifying IBM pSeries 670 or 690 server • Any of the following Products: • Database Editions for Oracle • Foundation Suite • VERITAS Cluster Server • VERITAS NetBackup • Program details from IBM & Customer Rebate Form: http://products.veritas.com/products/platforms_partners/hps/aix.htm#IBM_ServerProven *The rebate amount will be based upon the purchase of the p670 or p690 server.

  23. & QUESTIONS ANSWERS

  24. Database Editions Business Value Proposition • High Availability Deliver various local and remote database availability options for different levels of data integrity requirements • Recoverability Deliver various database recovery solutions for various recovery time requirements. • Manageability Increase DBA efficiency by reducing the complexity and time to administrate a growing Oracle database • Seamless Integration Integration of Foundation Suite, NetBackup Agents, VCS and VEA

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