When you want to build long-time value, understand the customer’s business language and demonstrate your added value.

Because BVFs are time-consuming to create, you should only make one if your customer asks for it.

When you’ve tried other selling tactics and the customer still hesitant about HPE solutions.

You should create a BVF for every customer, regardless of account size and future potential earnings.

a single management platform for public cloud services and traditional on-premises environment

redundant storage services that work with customers’ choice of public clouds

advisory services that help customers determine how to migrate workloads to the cloud

a portal for monitoring, managing, and optimizing HPE consumption-based IT services

HPE StoreOnce

HPE 3PAR

HPE Nimble

HPE Apollo

the mix of workload deployment models, including containers and VMs, in the customer environment

the challenges the customer faces in changing IT attitudes toward AI

the customer’s need to comply with data regulations and minimize risks

the customer’s need to gain more insight and data about their hybrid IT environment

How many employees do you have?

How much are you willing to spend to update your infrastructure?

What services are currently running in the cloud, and which service do you run on-permises?

What application are driving data growth, and how does that data get put into the system?

The HPE OmniWatch bundle monitors traffic received by the server and filters out suspicious traffic.

The HPE silicon root of trust prevents firmware compromised with malware from executing.

The HPE Data Virtualization Platform ensures that all data is encrypted when it is first written.

The HPE Integrated Lights Out (ILO) firmware encrypts all data that resides on the server.

If the product from HPE, continue to ask the customer what particular features they are excited about.

Tell them that if they are interested in purchasing a product instead of building a solution, they should contact HPE directly.

Explain that the best way to find the proper solution is to let HPE decide which products are best suited for the situation.

Understand why the customer is interested in this product and what business outcome they are trying to achieve.