The challenge of finding new customers or demonstrating the benefits of moving up the services value chain to existing customers is paramount for any sales rep.
By offering Quest’s FREE Assessments , you identify and sell to customers’ pain points rather than focusing on technology – you’re positioned to meet customers’ immediate needs, therefore creating up selling opportunities.
As anyone who does business with smaller enterprises knows, most have begun to use some sort of cloud service. One survey conducted last summer for EMC shows 62% using cloud — up from 28% a year earlier.
Note that most of these companies are using public cloud services, and plenty of that use is what’s called ‘shadow IT’ — which is to say, end-users are doing unauthorized end runs around their IT departments to access these public cloud services for the sake of convenience and ease of use.
Making a decision to change how desktops are managed can be a little scary. After all, what if it doesn’t work as advertised.
At Quest, we’ve developed three ways to address this, all free to your customers:
Free DaaS Proof-of-Concept
For your customers who are ready to explore DaaS, we have a free DaaS Proof-Of-Concept , which will help your customers understand very concretely how DaaS will work for them and what they’ll get from it. You’ll find that your customers can be wowed when they do the Proof-Of-Concept with, say, an iPad.
Our DaaS Proof-Of-Concept is a two-step process, starting with an hour-long Webex meeting to discuss your customer’s specific needs and gather information. The Proof of Concept itself goes on for 10 days and uses your customer’s own end-point devices — like that iPad, or PCs or Macs — to connect from their location. During the Proof-Of-Concept, we test various protocols and put your customer’s applications and use-cases through their paces. This is a great way for your customer to get actual, real-world experience with Desktop-as-a-Service, including how it works with shared drives, Outlook/Exchange, and applications.
Free VDI Data Collection/Assessment
The first reason is crystal clear: Because your customers want it. A LOT — and right now. In the last six months at Quest, we’ve added thousands of DaaS seats across more than 50 new customers.
This shows DaaS to be a hot topic — which makes it, so to speak, a foot in your customer’s door.
Quest offers DaaS with a free, well-supported Proof-of-Concept (which I’ll describe in more detail in my next blog). This creates an effective Try-and-Buy model that easily serves as a “pilot.” So your customers can start out small and broaden their commitment to DaaS as their experience and comfort levels increase.
I want to focus this time on a Cloud-based solution called Desktop-as-a-Service (DaaS).
DaaS is one of those technologies that both end-users and IT people like — because it doesn’t force end-users to change their work habits and it relieves IT of all kinds of desktop management hassles by putting all employee desktop images in the Cloud.
By ‘desktop images’, I mean all of an end-user’s apps and data as well as the personalized look and feel of their desktop environment. So even though this ‘desktop image’ resides in the Cloud, each end-user’s customizable desktop environment looks and performs as usual.
As you move toward providing technology solutions , how your efforts generate revenue changes dramatically. Much of your revenue will come from recurring service-oriented business rather than price- and product-based transactions.
A prime example of this is customized cloud services — what we at Quest call shape-your-own cloud, which takes advantage of the best of public and private clouds.
The difference between customized clouds and public clouds (think Amazon , Google , etc.) is not unlike the difference between transactional and solution-oriented selling: A customized cloud gives customers the advantages of a precise fit with their needs that public clouds don’t, including …
