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January 24-25, 2013Igsummit.weebly.com
Games for Structured Outcomes in Complex Solution Sales
Paul J ManteyStrategic Business Development – Enterprise
Strategy Office, NetAppFort Collins, CO
Sales?
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“… Because it’s you…”
Meet Savannah: My Trusted Advisor
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Connecting Needs with Solutions
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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…”
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Early Win at NetApp (2010)
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IT Service Management and Secure Multi-Tenant Architecture Summit
What BMC Software, Cisco, CSC, and NetApp summit to develop integrated, automated, and orchestrated full-stack infrastructure offerings for CSC Cloud Sourced, Outsourced, and Managed Services
Where Fort Collins Marriott Hotel – 350 E. Horsetooth Road, Fort Collins, CO 80525
When Tuesday, Oct 19 – Thursday, Oct 21, 2010
For more information, contact Paul Mantey: (970) 449-3906
Throwing Speedboats at (Unsuspecting) People…
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And then taking them out for (good) beer…
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With Insights from Tyler the Beer Dude…Bet Big to Win BigLeveraging 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
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Created Lightning in a Bottle!
From project concept to production in 10 months– Federal Project
– FISMA Moderate Certified
Business caseArchitectural BlueprintClose 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
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Isn’t it amazing what we can accomplish while having fun?
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The Big Opportunity
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Infrastructure Operations
Infrastructure Architecture
Application Development
Business Processes
Line of Business
CEO
$
$$$
$$$$
$$$$$
NetApp typically calls here
Defining Some Terms
Agility @ Scale = Agile Development Methodologies + Agile Data Infrastructure
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Bringing Worlds Together
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Creativity
Think Outside the
Box
Challenge the Status
Quo
Consistency
Process Driven
Risk Taking
Risk Avoidance
Predictability
Development Delivery
The Best of Both Worlds
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Creativity
Think Outside the
Box
ConsistencyPredictability
Process Driven
Challengethe Status
Quo
Collaboration
Speed Flexibility
Scale
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
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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)
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NetApp Confidential – Limited Use
Agility at Business Scale
ProductivityInnovation
GrowthSustainability
Development
Sales
Delivery
Marketing
Flexible Infrastructure
Business Analytics
Accelerated DevOps
OperationalExcellence
Questions for You
How do we position Workshops for Agility @ Business Scale?
What do we call them?Where do we go from here?
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