How Business Acceleration Cloud is Revolutionizing Software Sales
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The document discusses the impact of Business Acceleration Cloud on software sales, highlighting the role of industry experts and the platform's benefits for sales enablement. It outlines trends in digital transformation and the necessity for organizations to adapt to new technologies to accelerate business growth. Additionally, it addresses the challenges of managing proof of concept (POC) processes and how specialized cloud providers can enhance visibility and efficiency in sales demonstrations.
How Business Acceleration Cloud is Revolutionizing Software Sales
- 1. 1 How Business Acceleration Cloud is Revolutionizing Software Sales
- 2. 2 DR. ZVI GUTERMAN CEO and Co-founder CloudShare Zvi co-founded CloudShare in 2007. He previously co-founded and served as CTO at Safend, a leading endpoint security company. Zvi was chief architect in the IP infrastructure group of ECTEL, a provider of monitoring solutions for IP, telephony and cellular networks. He is a recognized security expert, lecturing at conferences worldwide, and holds a PhD in Computer Science from Hebrew University. HOLGER MUELLER VP and Principal Analyst Constellation Research Holger Mueller covers next generation apps, human capital management, future of work and tech optimization. He provides strategy and counsel to key clients, including CIOs, CTOs, CPOs, CHROs, investment analysts, venture capitalists, sell side firms and technology buyers. Presenting Today AVI REMBAUM Vice President of Security Solutions Check Point Avi oversees Check Point’s solution center, incident response team, strategic alliance program and security architectures. Previously, he handled business relationships with tier-1 telcos in North America. His security focus began in 1997 in RADGUARD's marketing team. He also held product management posts at RedCreek and SonicWALL, as well as practice manager roles at RedCreek and Getronics (now CompuCom).
- 3. 3 Housekeeping ● Webinar is recorded and will be shared ● Ask questions with the Q&A button or in chat ● This is a discussion - please share your thoughts ● Vote in audience polls ● Check out our past webinars: bit.ly/cs-webinars
- 4. 4 Introduction to business acceleration cloud A new tech category and its impact Accelerating sales at Check Point Software A platform for sales enablement What to ask a cloud services provider The business benefits and features that accelerate business 1 2 3 4 5 6 Agenda
- 5. 5 What is your role in your organization? Multiple responses accepted. A. Sales consultant B. Sales engineer C. Sales manager D. Business consultant E. Solutions engineer F. IT G. Executive (VP/C-level) H. Marketing I. Other POLL QUESTION
- 6. 6 Business Acceleration Cloud Constellation Research
- 7. 7 © 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. Macro Trends Dynamic Workforce Disruptive Technology Adoption New Digital Business Models @holgermu
- 8. 8 © 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. 52%+ of Fortune 500 gone since 2000 Only 4 enterprises are still Dow Jones 50 members for 50+ years DAX sees 100% turnover in 3o years FTSE loses 264 members since 1984 Nikkei 225 sees 210 new members since 1950 S&P 500 in avg. Age of new member (2013): 10 years @holgermu
- 9. 9 © 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. Physical Processes have to become virtual processes The Automation Mandate will transform Work Cybersecurity has become TablestakesThe Legislative Tsunami becomes (even) more challenging Aging World Population creates Urgency @holgermu
- 10. 10 © 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. Business Best Practices vs. Technology Capabilities Legacy Phase Opport unity Catch up Inflection 1950 2020 205020262014 @holgermu
- 11. 11 © 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. Digital Transformation is … The Creation of new and / or improved - Business Processes and - Best Practices that are enabled by Digital Technologies. @holgermu
- 12. 12 © 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. 7 Digital Transformation Strategy Directions Tame the Internet Revolutionize Intraenterprise Functions Data as a Service Orchestrate Things Digitize Value Chains Re-Invent Communication Innovate the Human Machine Interface All powered by new Digital Technologies @holgermu
- 13. 13 © 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. @holgermu …powered by Software Environments. 1:1 Marketing Digital Sales Processes Mass Customization Service Delivery Quality Assurance Collaboration Next Gen Training Developer Experience Cross enterprise R&D and PLM Cybersecurity Enterprisesneedto buildsoftwareagain StandardSoftware
- 14. 14 © 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. Cloud powered Prebuilt Apps / Components Advanced SysAdmin Mobile enabled BAC Platform Container / Hypervisor / VM powered Cloning Networking IAM Security @holgermu
- 15. 15 © 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. Always On Stateful Elastic Virtualized OmniTechPoten t Democratized Insight Driven @holgermu
- 16. 16 © 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. Key BAC Use Case Areas Software Creation and Operation Digital Business IT Operations Powered by a Business Acceleration Platform @holgermu
- 17. 17 © 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. @holgermu Requirements Collection User / Consumer Testing Development Q&A Beta Test Validation User Acceptance Test Consumer Testing Penetration Testing Security Validation Certification Documentation Training Software Creation and Operation Use Cases
- 18. 18 © 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. @holgermu Digital Business Use Cases Training PLM Sales Demonstration Service Delivery Quality Assurance Collaboration Cybersecurity
- 19. 19 © 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. @holgermu IT Operations Use Cases Validation Test Production Penetration Testing Security Testing Certification Training
- 20. 20 © 2010-2020 Constellation Research, Inc. & HMCC All rights reserved. Re-Think IT Strategy Think Big – Start Small Select a BAC Vendor Plan for Success Continuously Evaluate Measure Enterprise Acceleration @holgermu Recommendations
- 21. 21 Are you using the cloud for sales enablement? A. Yes B. No C. Not yet, but we plan to. POLL QUESTION
- 22. 22 Sales Acceleration The Check Point Story
- 23. 23 ● Founded in 1993 ● Approximately 5,400 employees ● U.S. headquarters in San Carlos, Calif. ● International headquarters in Tel Aviv, Israel Check Point Software Technologies is the worldwide leader in securing the Internet. Making Internet communications and critical data secure, reliable and available everywhere has been and continues to be the company’s ongoing vision.
- 24. 24 ● Requirement – Introduce new technologies to a global community: ○ 600 sales engineers ○ 100s in professional services ○ 1,000s of resellers ○ 150,000+ customers ● Challenge – security is a multi-layered effort: ○ Need to simulate multiple uses cases ○ Demonstrations include different systems operating in parallel ○ Attack scenarios can require specialized tools ● Primary Goals: ○ Help customers experience new protections for rapidly evolving threats ○ Demonstrate solutions that serve network, cloud, endpoint and mobile A Need to Accelerate
- 25. 25 ● 24x7 “hands-on” labs for employees, partners and customers ● Cloud-based with global reach: fast response times in all geo’s ● Broad compatibility: support for multiple OSs, hypervisors and virtual hardware types ● Maximum stability: an unreliable system will be not be used ● Simple to use: a single portal for access and management ● Integration ready: available APIs to interface with corporate systems ● Monitoring and tracking: enable the business and team management to assess system effectiveness and team performance The solution: DemoPoint on CloudShare The Search for a Solution
- 26. 26 ● Predefined blueprints that demonstrate strategic offerings ● Check Point and third-party systems operate seamlessly in multiple use cases – especially relevant in cloud and advanced threat prevention scenarios ● Accessed via PartnerMap: single sign-on and integration with other selling tools ● APIs enable future integration with CRM and opportunity tracking Simplifying Complex Selling and Training
- 28. 28 ● Customers: accelerated transition to new technologies through immediate availability of labs for training, testing and proof of concept ● Partners: platform for learning technologies without the need to invest in physical labs or contract with separate cloud/software providers ● Pre-sales community: rich set of pre-configured demos that are always available on a global scale ● Field management: ability to track team performance and customer interaction levels ● Check Point: faster field and partner enablement and near limitless capacity to support more demos for more people in more places Benefits
- 29. 29 What are the main challenges you face managing multiple PoCs? a. Lack of control over content being used b. Black box scenario provides no visibility into user behavior c. Inability to effectively track progress and status of PoCs d. No analytics to show what is and isn’t working e. Administrative complexity f. All of the above e. Something else? POLL QUESTION
- 30. 30 CloudShare How to Accelerate Sales
- 31. 31 31 CRM is to Database as Business Acceleration Cloud is to Commodity Cloud
- 32. 32 ● Need to maintain solution center or cumbersome on-premise solution. ● Companies have lack of control over what is shown, content and messaging continuity. ● Only able to show PPTs or video - not full product. ● Inability to provide hands on, real-world experiences. ● Travel and equipment shipping costs. ● Need to install software or troubleshoot on customer premises. ● Waiting for IT support. Common Demo and PoC Problems
- 33. 33 ● Don’t know: ○ Number of PoCs delivered and status by SE. ○ Total activity time for each PoC (per day, org, blueprint). ○ Activity time by blueprint and VM. ● Can’t see: ○ When/if prospect has started the PoC. ○ What features of most of interest. ○ Time of usage, which modules were most popular. ○ No line of site for follow up questions or next steps. Today’s PoC = Blackbox of Insight & Engagement
- 34. 34 Speciality cloud providers with purpose-built technology can overcome all these issues!
- 35. 35 ● Can They: ○ Remove complexity? ○ Play nice? ○ Show full products and capabilities? ○ Offer purpose-built tools and features? ○ Enable sales to work faster, more efficiently? ○ Provide fully isolated environments? ○ Increase visibility? ○ Deliver savings? Qs for Cloud Providers to Ensure Acceleration
- 36. 36 36 • No idea if prospect has touched your PoC. • No idea who interacted & for how long. • Unclear what areas and modules were most interesting. • Get notified upon interaction. • See who is using and for how long. • See time per module/feature. • Respond quickly if they appear stuck. • Provide real-time guidance when needed. Today’s Blackbox With Right Solution Unique Value: Shedding Light on the PoC
- 37. 37 ● Greater engagement = easier sales ● Empower partners ● More control and continuity ● Faster and more cost-effective ● Familiar, user-friendly tools ● Insights and reporting ● Help prospects when they need it ● Full analytics Do more with less, faster and more efficiently! Benefits & Features That Accelerate Sales
- 38. 38 Q&A