Engaging Customers to Uncover

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Engaging Customers to Uncover
Opportunities


Ron Hardy

Vice President, Product Management and Marketing


August 27, 2012

© 2012 NetIQ Corporation. All rights reserved.

2


BYOD/Mobile


Consumerization


Cloud


IT Transformation


Disaster recovery/data center consolidation


B2C and B2B customer interactions


Big Data


Staff and management skills

Most Frequent Topics

© 2012 NetIQ Corporation. All rights reserved.

3


Position paper per topic that contains;


Description


Market segmentation focusing on target audience


Vertical industry dynamics


Buyer roles and areas of interest


Significant trends


Challenges and pains


NetIQ’s market assertion


Discussion topics that drive opportunity identification and
alignment



Deliverables

© 2012 NetIQ Corporation. All rights reserved.

4


Become
fluent
in the business
issues facing the majority of your
customers


Be
credible

in your
conversations

with the right people at the right
time


Ask questions that show
you
understand


Get access to
the
decision makers

in the organization


AND…


Create and deliver the
right
solution picture


That includes NetIQ technologies


Mapping to the Simple Sales Model

Situational Fluency Leads to Right Solution

Fundamental to the
successful execution
of the Simple Sales
Model!

© 2012 NetIQ Corporation. All rights reserved.

5

Enabling Customer
-
centric
Conversations

IT Transformation

Consumerization

of IT / BYOD

Cloud

Big Data

Business
Interaction / B2x

Business
Continuity /
Disaster Recovery

Sales Enablement Deliverables (per topic)


Webcast Schedule


Conversation Cards


Sales Conversation Guides


On
-
demand Curriculum


NetIQ U training Focus

October

October

November

January

September

© 2012 NetIQ Corporation. All rights reserved.

6

Solution Topic Webcast Plans


Map Webcasts to Demand Gen Activities


Demand Gen Theme: Cloud


September Webcast Plans


Sept 10 and 17: What is the Cloud? Why all the hype? What are the business
c
oncerns and
challenges? How do I engage in business discovery?


Sept 24 and Oct 1: Scenarios on how and where NetIQ products help organizations address
their pains and meet Cloud priorities specific to Identity, Security, and Access


October Webcast Plans


Additional Cloud
-
related topics pertaining to mobile computing, devices, and NetIQ value


Future Topics (dates
tbd

based on field demand gen activities)


Comsumerization

of IT/BYOD


Big Data


Business Interactions / B2x


Business Continuity / Disaster Recovery

© 2012 NetIQ Corporation. All rights reserved.

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Thank you.

Questions?

© 2012 NetIQ Corporation. All rights reserved.

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+1 713.548.1700 (Worldwide)

888.323.6768 (Toll
-
free)

info@netiq.com

NetIQ.com

Worldwide Headquarters

1233 West Loop South

Suite 810

Houston, TX 77027 USA

http://community.netiq.com


This document could include technical inaccuracies or typographical errors. Changes are
periodically made to the information herein. These changes may be incorporated in new
editions of this document. NetIQ Corporation may make improvements in or changes to the
software described in this document at any time.


Copyright © 2012 NetIQ Corporation. All rights reserved.


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