Wednesday, February 11, 2009

How to sell virtualization

February 11, 2009 Published by

Systems Channel Advisor
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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Citrix spent $500 million on XenSource nearly a year and a half ago. Today, some Citrix partners still don't know what the vendor's long-range plans are in the server virtualization market.
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Apple resellers cope with Macworld fallout
Apple didn't drop any major product news at this year's Macworld Conference and Expo. Now some resellers say they'll have to pick up the slack to keep Apple's momentum going strong with business customers.
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Virtual Data Center e-zine
Our bimonthly Virtual Data Center e-zine explores the challenges and benefits of virtualizing a data center. Get in-depth information on virtualizing databases and email applications, storage architectures for virtual environments and the wide variety of desktop virtualization options.
Read this e-book.

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Everything channel pros need to know about virtualization


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