Handling sales objections
Objections and Follow Up
“I want to do a virtualisation project but am unsure what I will need”
HP offers capacity planning services that can identify the server estate that would be needed to support a consolidated and virtualised environment, based on the end customers own metrics. This helps de-risk the project for the customer as they neither under provision or invest too much.
"I'm not sure that all my applications can be virtualised”
This is a good thing to recognise, not every application is a good fit for virtualisation in its current form, however a large number are. HP's solutions work equally well in non-virtual or mixed environments. We can assist customers in identifying which applications are a good fit for virtualisation, the use of the capacity planning service will help with this process.
"Why HP?”
HP offers the most complete and complementary set of technology to assist customers simplifying their virtualised IT systems and leveraging high levels of ROI and lowered cost of ownership. Only HP can add unique technologies including Insight Control and Virtual Connect to this type of project.
“I'm not sure what storage is most appropriate storage for virtualisation? ISCSI or FC?”
HP offers the customer choice through HP Lefthand SAN's (ISCSI based) or EVA solutions (FC based with ISCSI capability), enabling you to help the customer decide which is most appropriate for their needs based on their performance and availability profiles.
“Why use Blades and not rack servers?”
HP Blades have several advantages in a virtual environment including Virtual Connect technology as well as helping with Green IT agendas through optimised power management, reduced cooling costs and simplified administration.
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