Dizzion Partner Training: 2 of 4

Blowing Prospect Objections Out of the Water

Webinar participants will be muted throughout today’s webinar.

Use the chat function in the participant console to submit questions and they will be gathered for Q&A at the end of the webinar.

Participant Reminders

www.dizzion.com 2

Spotting & Squashing Objections (before they kill your deal)

Handling the Key Types of Objections: Technology

In-House Deployment/DIY

Security

Price

Using your Dizzion resources to make it easy!

Today’s Agenda

WWW.DIZZION.COM 3

Two decades of experience in IT infrastructure

Expertise in high performance cloud deployments, custom networks, storage environments and compliance

Joined Dizzion mid-2015

Find him with his family boating and camping!

Brady Ranum, VP of Product & Strategy

WWW.DIZZION.COM 4

Two decades of experience selling complex IT solutions

Responsible for direct and channel sales teams at Dizzion

Board member of SIM Women, KidsTek; member of CloudGirls

Joined Dizzion mid-2015

A proud baseball and football mama!

Margie Sims, VP of Sales

WWW.DIZZION.COM 5

Stay in the Strike Zone!

Step #1 to Avoiding Objections

www.dizzion.com 6

CONTACT CENTERS/BPOS

Key Use Cases

www.dizzion.com 7

Sweet spot = key use cases + highly regulated industries

THIRD PARTY CONTRACTORS

DISASTER RECOVERY WORK AT HOME PROGRAMS

Vertical Markets Choosing DaaS

WWW.DIZZION.COM 8

Most Objections are Due to Confusion

www.dizzion.com 9

Education Never Ends

www.dizzion.com 10

Education often continues throughout the sales process & includes everyone on the buying committee!

Common Scenarios

Misconceptions based on past experience

Questions about what is needed to implement the technology

Objection Type #1: Technology

www.dizzion.com 11

“We used VDI in the past and performance was horrible.”“I’ve read that technology just hasn’t evolved to support

cloud-based VDI.”

Dizzion’s Purpose Built Infrastructure

www.dizzion.com 12

Built for high performance at scale

Are you saying you don’t trust “the cloud”?

www.dizzion.com 13

Common Scenarios Underestimate the

infrastructure required to properly support and scale VDI

Don’t understand staff resources and expertise required to support

Objection Type #2: DIY

www.dizzion.com 14

“We have decided to implement ourselves instead.”“We have excess infrastructure capacity to handle VDI in-

house.”

Putting it all Together

WWW.DIZZION.COM 15

Are you ready to scale?

www.dizzion.com 16

Common Scenarios

Customer believes compliance is not capable in the cloud

Customer believes compliance and security are 100% on their shoulders

Customer believes they have to add additional security to mobile devices

Objection Type #3: Security

www.dizzion.com 17

“Our data is compliance-regulated so a cloud-based solution won’t meet our needs.”

“Security is too hard to implement with mobile or remote users.”

Controls & Security Standards

WWW.DIZZION.COM 18

Control Attribute Examples: Control User Administrative Rights Deny printing (local, network, screen) File and Folder redirection Shut off USB access to peripheral

devices Turn off copy and paste Control User and Computer GPOs

(group policy objects)

Over 100 access control attributes provide the ability to restrict access to systems, applications and data by the type of user.

Security standards can be implemented and maintained much more easily – can be controlled at the AD level.

Ability to solve for compliance standards (i.e. HIPAA, PCI)

SECURITY LAYER TECHNOLOGY BENEFIT

Endpoint Devices GPO User Access and Security

Endpoint Session No VPN, Simplified Logins

Network Integration Secure Access to Apps and Data

Customer Customer Responsibility

OS Applications PCI Compliant Antimalware

Desktop Virtualization Industry-leading Cloud Security

Server Virtualization Industry-leading Cloud Security

Network Industry-leading Network Security

Physical Simplified Audits

Security at All Layers

WWW.DIZZION.COM 19

Common Scenarios Confusion about what

is/is not included Not making an apples to

apples comparison (i.e. PaaS, IaaS)

Not considering what DaaS eliminates for in-house staff

Objection Type #4: Price

www.dizzion.com 20

“The price for your DaaS solution is way too high.”“The cost comparison doesn’t prove out.”

Comparing IaaS, PaaS, In-house & DaaS

www.dizzion.com 21

IaaS

/Paa

SH

ost

ed V

DI

Daa

S

Example Provider

Technically savvy buyers who want out of the server support business

Buyers with limited technology and support expertise

Buyers seeking managed solution to fit their unique business, technology and security requirements

Infrastructure only; your know how, tools, maintenance and support

One-size-fits all approach, limited flexibility and high implementation and support costs

Purpose-built customizable managed solution making DaaS simple and cost effective to consume

What You GetAppeal

Server provisioning

Storage

Network configuration

Load balancing

Patching and updates

Backup/disaster recovery

Monitoring

Hardware break-fix

What DaaS Takes off Your Plate

www.dizzion.com 22

The Dizzion Team can Help!

Dedicated channel, sales, and sales engineering resources to move your deal forward

www.dizzion.com/resources: Tech papers, webcasts, calculators, and more

Be on the lookout for details on our next Partner Training: “Positioning Dizzion Against the Competition”

Blow Objections Out of the Water

www.dizzion.com 23

Question & Answer

WWW.DIZZION.COM 24