Wednesday, February 11, 2009

How to sell virtualization

February 11, 2009 Published by  SearchSystemsChannel.com

Systems Channel Advisor

SearchSystemsChannel.com
Pitching server virtualization to customers
Dave Sobel, Evolve Technologies

Server virtualization is one of the hottest tools on the market. But as a solutions provider, you shouldn't be in the business of selling tools. You should, as your name states, provide solutions to customers' problems.

In this excerpt from Virtualization Defined: A Primer for the SMB Consultant, author Dave Sobel tells you how to successfully pitch server virtualization projects to your customers by focusing on the business value, rather than the underlying technology. He also offers sample sales pitches for common virtualization scenarios.

Read this chapter excerpt.


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