## User Input ### User role: Enterprise Sales Director ### User Department: Sales ### User Industry: Technology ### User Company: Opsware, Inc. ---- ### Audience role: Enterprise Account Managers ### Audience Department: Sales ### Audience Industry: Technology ### Audience Company: Opsware, Inc. ---- ### Presentation Setting: Internal ### Audience Size: Small ### Presentation Type: Creating a 'Inspire to activate' presentation ### Presentation Topic: Overview of new Go To Market strategy for Opsware-Rendition integration solution ### Presentation Title: Opsware-Rendition Integration Plan ## Audience Summary ### Audience Profile The audience consists of Enterprise Account Managers at Opsware, Inc., who are responsible for managing and growing relationships with large-scale clients in the technology industry. They are results-driven professionals who value clear, concise information that directly impacts their ability to meet sales targets and retain key accounts. They prefer communication that is data-backed, actionable, and directly tied to their performance metrics. These individuals are measured on metrics such as revenue growth, client retention rates, upselling/cross-selling success, and the ability to expand Opsware's footprint within enterprise accounts. They are likely to be receptive to strategies that give them a competitive edge and help them demonstrate added value to their clients. ### KPIs #### Money Drive up revenue by showcasing how the Opsware-Rendition integration solution enhances operational efficiency and productivity, leading to increased sales and profitability. Drive down costs by emphasizing the solution's ability to streamline processes, reduce manual work, and optimize resource allocation across enterprise accounts. #### Market Drive up market share by highlighting how the new Go To Market strategy positions Opsware as an innovative leader in enterprise solutions, improving our competitive edge. Drive down time to market by demonstrating how the integrated solution accelerates deployment and adoption, allowing Enterprise Account Managers to close deals faster and meet client needs more efficiently. #### Retention Drive up retention of enterprise clients by emphasizing how the Opsware-Rendition integration provides added value, improves user experience, and addresses long-standing pain points. Drive down churn by showcasing how this solution creates stronger, more strategic partnerships with key accounts, making it harder for competitors to poach our clients. #### Risk Drive up compliance and best practices adoption by detailing how the new Go To Market strategy aligns with industry standards and regulatory requirements. Drive down operational and reputational risks by explaining how the integrated solution minimizes errors, enhances data security, and provides more reliable performance for enterprise clients.. ## Big Idea Leveraging Opsware's enhanced visibility and reporting capabilities will empower you to demonstrate clear ROI to clients, driving account growth and retention. ## Call To Action ### Doers **CTA 1D:** Participate in the upcoming training sessions to familiarize yourself with the tools that support the new strategy. ### Suppliers **CTA 2D:** Ensure that all necessary training materials and resources are distributed to the teams before the strategy rollout. ## Audience Journey - **Move From:** I'm not sure if our solutions can deliver the promised ROI. - **Move To:** I am confident that our solutions provide measurable ROI and can be effectively communicated to clients. - **Move From:** I often rely on my gut feeling when making decisions. - **Move To:** I use data and reporting to inform my decisions and strategies for client engagement. ## Challenges and Opportunities ### Challenges //N/A ### Opportunities - **2A** Unified management and automation of servers and network devices (16, 17, 20, 21, 22, 23) - **2B** Enhanced visibility and reporting across IT infrastructure (13, 24, 25) - **2C** Integration of business service management with IT operations (26, 27) ## Resistance Level ### Resistant **Think:** - I just don’t see how this new Go To Market strategy can actually deliver the ROI we need. It feels like another initiative that won't translate into real results for our clients. **Feel:** - I'm feeling defensive about this change. We've been doing things a certain way for a long time, and now it feels like we're being asked to abandon what we know works. **Do:** - I might raise objections during the presentation, questioning the validity of the data and expressing my concerns about the feasibility of this integration solution. ### Curious **Think:** - This could be interesting; I want to understand how the new strategy will specifically impact our client engagement and sales processes. **Feel:** - I'm feeling intrigued and cautiously hopeful. If this strategy can really provide measurable ROI, it could be a game changer for us. **Do:** - I would engage in discussions, asking for examples of where this integration has worked before and how we can leverage the enhanced visibility and reporting capabilities in our day-to-day operations.