Enabling Your Success

Transcription

1 Enabling Your Success Accelerating Growth Through Operational Efficiency & Scale Daniel West Vice President, Sales Strategy & Operations April 2016

2 How do you get there from here? How do I work with the field? Is it easy to transact business? Can I implement a solution? Can I identify, qualify & close deals? Can I design a solution? Do I know who I should target and with what? Can I get the training I need when and where I need it? Can I execute an effective demo and POC?

3 $1,000,000,000 GTM Strategy: Target the right opportunities and accounts with the right products through the right channel Sales & Channel Efficiency: Make it quick and easy for our reps & partners via the right tools and programs Sales & Channel Effectiveness: Reps and partners are doing the right things and doing them well by being enabled with the right skills, knowledge and practices Route-to- Market Leverage: Leveraging organizational investments to drive highest possible return from Sales and the Channel To build a scalable foundation for growth

4 [ ] Our vision is to accelerate customer success by maximizing the value of their Infoblox Technology

5 You can t survive without air and water, and our business can t survive without DDI Moore explains that leveraging the Infoblox Training Services has enabled him to effectively turn a small army of talented engineers into a highly skilled unit capable of administering the vast feature set inherent within the Infoblox solution. You re better off investing in and turning your resources into highly qualified, skilled individuals who understand the product and how to integrate it instead of training an army of people to log data. Russell Moore, Lead Infrastructure Architect Symantec

6 Enabling Customer Success Readiness through Role Based Enablement MANAGE. AUTOMATE. SECURE YOUR NETWORK Sales Presales Implementation Configuration & Use Understand customer business problems Connect to business value Understand customer business problems Propose and proof correct solution Understand customer business problems Architect solution w ith business goal in mind Develop product skills & know ledge Implement solution to solve problem Develop product skills & know ledge Configure and use implemented solution to solve netw ork challenges Solve business problem initially identified NEW PROSPECT Enables the value delivery system to drive customer success SUCCESSFUL CUSTOMER INFOBLOX ENABLEMENT & EDUCATION

7 Accelerating your Ramp to Revenue Definition A 180 day program delivering a role-based curricula to equip Infoblox channel partners with the necessary knowledge, skills, and processes to accelerate time to productivity PROCESSES 180 Days KNOWLEDGE Objectives Accelerate partner productivity to deliver revenue in shorter timeframe by equipping sales, presales and services with ability to: Gain access to decision makers and key influencers Establish credibility with key buyers and influencers Discover, qualify and demonstrate Infoblox solutions Position & present Infoblox capabilities and map to buyer needs (value) Handle objections and competitive encounters SKILLS

8 Sales Playbooks Available April 30th

9 Pathway to Proficiency Accreditations Execute & Win LEVEL 300 EXPERT Formulate & Demonstrate LEVEL 200 PROFICIENT Understand & Identify LEVEL 100 FUNDAMENTALS Knowledge

10 What you need to do to become proficient IASP INFOBLOX AUTOMATION SALES PROFESSIONAL IASA INFOBLOX AUTOMATION SOLUTIONS ARCHITECT 2 delivery options (2 hour WebEx Session, Self-paced or Live training) Pre requisites: View online modules Pass IASP online exam Attend 2 days of in-person training IASP Accredited Additional Resources: e-learning modules IASA online exam IASA Accredited Additional Resources: e-learning modules

11 Infoblox Demo Center This portal provides an always-on web portal to demonstrate Infoblox products and technologies to prospects and customers as well as streamline the selling process Current Demos: External DNS Protection DNS Firewall with Reporting DNS Traffic Control IPAM Microsoft Sites and Services Microsoft Management

12 What s in it for you? Easy to use Access demo environment using a web browser Provide guidance for novice Infoblox users through step by step easy to follow demo scripts Always-on Provide a 24x7 always-on demo environment Globally accessible via Partner Portal Demo environment hosted by Colos in NAM, EMEA and MEA to provide low latency access to the demo environment

13 Be Credible, Win More Business

14 How to Register for Training For the latest training schedule, please visit the LMS Portal: blox&pid=1&lid=4 LMS Portal: Training Calendar On demand training modules Certifications Exams

15 Infoblox Partner Portal Coming Soon! PARTNERS PORTAL LEARNING PRODUCT PAGES PROMOS PROGRAMS ACCOUNT PROFILE Partner News Lorem ipsum dolor sit amet, stet saepe mel cu. Discere maluisset eam ex, et sea graeco aperiam. Vel sonet invidunt persecuti id, per et eleifend oportere. Vel animal aeterno albucius et, ferri nullam libris sit ea, sit ad erant audire tibique. Nec ex modus nominati, id vim mundi electram definitionem. Ne duo nibh omnesque lobortis, cu tota nemore mea. Sit case senserit efficiantur cu, vis ad tibique similique suscipiantur. Ut movet consetetur complectitur mel, et exerci accumsan oporteat has. Minim graeco prompta has eu, alii noster nec ut. Ad habeo alienum efficiantur his, cum QUICK LINKS What you need to know Deal Reg Promotors Training

16 Infoblox Education Strategy Content Roadmap integrated with product release schedule Leveraging Agile development to accelerate releases Robust mix of offerings ondemand,virtual, Lab Hours, Office hours Design content for reuse Sales Dedicated Education Sales support & deeper ATC partnerships to add inside sales capacity Simple pricing and clear discounting policy Embedded training with every order Simplified training SKUs to ONE Delivery Build an ecosystem of delivery capacity including instructors, subcontractors and authorized training centers Global presence through Infoblox (NL, MEA) and ATC classroom facilities Build a consistent model for Partner Enablement

17 ATC Strategy Recruitment and Onboarding Focus on a few ATCs that commit growing with us. Need to promote and sell in addition to delivery Types of ATCs Regional (MEA, EMEA, NAM, LAM) & localization coverage Mix of distribution partners, training houses, and resellers as market requires Business Model Profitable for Infoblox and partners with rewards for selling Key Requirements Accredited Infoblox instructors In house training rooms (but can deliver at customer site) Have an inside sales function in EMEA & MEA

18 Flexible Delivery Models Accommodate the realities of our customer s business Multiple Delivery Options for Learning & Certification Drives competency and customer success in flexible manner Traditional On-Site Virtual Academy On Demand A flexible approach to accessing the content you need and delivering it the way you want it, on your schedule Programs executed in manner that accommodates your business requirements Caters to multiple geographies and dispersed delivery teams Provides robust, holistic curriculum to maximize competency

19 On Demand Courses AVAILABLE NOW Core DDI Basic Configuration (3 days) DNS Firewall Basic Configuration (1 day) COMING Coming SOON Soon Core DDI Intermediate Configuration (2 Days) Infoblox Reporting and Analytics (2 Days)

20 Why Infoblox Training ondemand Infoblox Training ondemand brings the classroom to you. Provides greater flexibility and is a cost efficient training solution. COST SAVINGS EXPERTISE FLEXIBILITY EFFICIENCY Cost effective solution that eliminates travel costs and opportunity costs. Learn Infoblox from Infoblox. Over 10,000 students have been through Infoblox training in the last 4 years. Infoblox brings the classroom to you and provides the ability to take classes on your schedule at your pace in whatever location you choose Infoblox Training ondemand is just in time learning to support your project schedule.

21 Two Offers for MEA Partner Summit Attendees Alex by 4/22 and we will provide early access to our flagship DDI and Security Playbooks The first 20 attendees of MEA Partner Summit to contact and reference MEA Summit will be eligible for early access to the two ondemand Courses for 60 days!

22 Got any questions?

23 infoblox.com