Been in sales over a decade... sometimes we make things too complicated at IBM. Not this time. Was very impressed with this concise and sharp looking sales playbook for selling our Entry solutions!
Go to the TSM Family sales kit on Parternworld, and click on "Midmarket Playbook to sell our C&SI Entry Storage Software"
will take you to this PDF file. It includes resources like campaign assets, Who to target, questions to ask, and more so that Business Partners AND IBM Sellers can design their own sales prospecting campaign. Very valuable as we enter 2H and pipeline is #1 priority.
Remember.... thousands of companies are VERY frustrated with Symantec Backup Exec right now and their overall relationship with Symantec (many of their good people are quitting the company) so timing is everything to pick up the phone and ATTACK now and sell TSM Entry + VSC Entry and VSC for Storwize!