VMware vSphere Optimization Assessment (VOA)

Quick Start Sales Guide with Script

Selling is Easy with the VMware

vSphere Optimization Assessment:
A Proven Best Practice
VMware vSphere Optimization Assessment
(VOA) is a sales acceleration tool that shows the
power of Operations Management in 4 easy steps:
Engage, Install, Show and Sell. This proven
methodology has helped hundreds of partners grow
their VMware and services businesses. This
powerful assessment leverages the predictive
analytics capabilities of VMware vRealize
Operations the core analytics component in
vSphere with Operations Management. Learn
more in Partner Central at:
www.vmware.com/go/vsphereoptimization

Engage

Engage your customer with a sales call

Explain the value of the VOA and set up date/time to install the trial

Install

Install the evaluation software

Customize the settings and run a 30 day evaluation

Show

Create the Assessment report and set your sales strategy

Have a formal meeting with customer to review your findings

Sell

Position the right solution to your customer and upsell

Quote, convert trial to full license sale and add professional services

Target Your Customer

Use this simple guide for identifying your customer opportunities for VMware Operations Management solutions.
Target Profile

Audience

Customer Pain

Key Triggers

SMB, Commercial, Emerging

and Enterprise

Head of IT Ops ensure IT

infrastructure and application
performance and efficiency

Ineffective resource planning and

allocation
(over or under provisioning)

Downtime or performance issues

vSphere Standard, Enterprise,

Enterprise Plus

Head of IT Infrastructure expand

benefits of virtualization without
increasing cost and complexity

Challenge in managing
performance and capacity of
virtual environment

Declining CapEx and OpEx

savings

Transactional buyer (primary)

with naked vSphere

IT/VI Admin identify and resolve

issues quickly

Inability to identify, isolate and

resolve issues

Virtualization expansion initiative

Customers with 50 or more VMs

IT/VI Admins, Directors and VPs

Increasing CapEx and OpEx

Budget and cost reduction

initiatives

Use This Quick Sales Script for a Callout Day to Set Appointments
Good Afternoon, Im calling today to talk with you about your virtual environment. Most mature virtual environments are over
provisioned, under-performing, and in need of a tune-up.

Did you know that 9 out of every 10 virtual machines are over-provisioned?
Would you like to double the savings of your vSphere environment?
Instead of reacting to problems, would you like to be able to solve them before they happen?
What if you could reduce your hardware costs by 30% while reducing application downtime by 36%?
Would you like to decrease the time to diagnose and resolve performance issues?
What if you could deliver higher service levels for business critical applications?

Id like to offer you a FREE evaluation of VMware vRealize Operations and a customized vSphere Optimization Assessment
Report that illustrates how you can save time and money by improving the efficiency of your own virtual environment. We will
install the software, monitor and collect data for a few weeks, at no cost to you. We then compile findings and recommendations for
you in a personalized Optimization Assessment report. We know you will understand the value of Operations Management once
you see what it can do for you. Would you like me to set up an appointment for the trial installation today?

QUICK START GUIDE / PAGE 1

VMware vSphere Optimization Assessment (VOA)

Quick Start Sales Guide with Script

Ask These Anxiety Questions

Meeting SLAs

Operational Efficiency

Compliance

What happens if you dont meet your

SLA or cost objectives?
With SaaS and Public Cloud providers
(Amazon, Salesforce, IBM, Accenture)
readily available, do you have to
compete for internal business?
How often do you have downtime or
outages in the environment?
Are your users first to report
performance problems?
How do you minimize unplanned
downtime?

How do you monitor the environment? Do

you have enough data? Are there any
gaps in coverage across all layers of the
infrastructure and applications?
Whats the process for making changes?
How efficiently are you using your
infrastructure capacity? Have you had to
over-provision?
What percentage of incidents are you
proactively avoiding vs. reacting to after
the fact?

How do you ensure that your VI or your

systems are properly configured to meet
your operational standards or best
practices?
Are you subject to any regulatory
mandates such as PCI or HIPAA? If so
how do you ensure that you can achieve
these?
Do you have the need to enforce
standard configurations across
vCenters? Are able to do that
effectively today?

More Probing Questions to Position vSphere with Operations Management or vRealize Operations
Problem

Problem Probing Question

Solution Probing Question

Value Probing Questions

VI team inefficiencies
Poor SLA achievement

Is your VI team as efficient as

you need them to be?
Are you consistently meeting
your SLAs?

Would an automated approach

help make you more efficient
and better able to consistently
meet SLAs?

... administrators able to manage an additional

20 to 30 VMs
30% increase in IT staff efficiency
37% increase in automation

The VI team is spending

too much time keeping
the lights on

Are you spending too much

time with keeping the lights
on activities?

Would the ability to proactively

identify problems help shift
your focus from keeping the
lights on activities?

30% time decrease in configuration

management
40% increase in capacity utilization
30% time savings in change management

Current tools are proving

inadequate for new
cloud computing models

Are you able to use your

current management tools for
your Cloud deployments?

Would an open and extensible

approach (built for Cloud) help
you better manage your Cloud
deployments?

No specific metrics available

VI team wastes time

switching between
disparate tools for the
same VI environment

Do you have to switch

between tools to manage the
same VI environment?

Would an integrated view of

performance, configuration,
and capacity management
save the VI team time?

No specific metrics available

vRealize Operations Features (formerly vC Ops)

Quick Resource Links in Partner Central

Performance Management
Capacity Planning, Modeling and Optimization
Application-Aware Infrastructure Health Management
vSphere Hardening, Change, Configuration and
Regulatory Compliance
Operating System, Storage and Network Monitoring and
Analytics
Application Discovery and Dependency Mapping to
Ensure Integrity of Disaster Recovery Plans
Unified Management through an Open and Extensible
Platform

vSphere Optimization Assessment

Competitive information
vSphere with Operations Management
vRealize Operations
vRealize Operations Insight
VMware ROI/TCO Online Calculator
VMware Infrastructure Planner (VIP)
VMware Hands-On-Labs
vSphere with Operations Management Walk-through
demo
Questions?
Contact your VMware Partner Sales
Manager, SDDC Specialist, or the
Partner Support Center
partnernetwork@vmware.com

VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com
Copyright 2015 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are covered by one or more patents listed at
http://www.vmware.com/go/patents. VMware is a registered trademark or trademark of VMware, Inc. in the United States and/or other jurisdictions. All other marks and names mentioned herein may be trademarks of
their respective companies. Item No: VMW_VOA_QUICKSTART_15Q1

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