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DS3000 Storage Manager Software Demo Guide - 10 -
Putting Together an Effective Demo
Selecting a disk system for their organization can be a difficult decision for customers. It is also not
always clear what criteria or requirements are behind their selection process. The DS3000 Storage
Manager Demo is one means for you to understand your customers buying criteria. This Demo leads to
open discussion with your customer as you go through the simulator together. By reviewing with them
what they are likely to experience with the DS3000 disk systems and DS3000 Storage Manager, you can
work with them to define what features are most important to them and why.
An effective way to win over the prospect is to provide training to the eventual administrators and
managers of the IBM DS3000 disk systems. This will show the ease of use of the DS3000 Storage
Manager as well as address any of their concerns about learning a new software system. Stressing the
task-oriented user interface and its simplicity, this training can be tailored to the specific needs of the
group you are training:
Initial set-up and configuration
Basic operations for their particular environment
Advanced premium features for when they need them
Specific operations for growing their disk system
Application specific tips and techniques
This course is best held as an interactive exchange of “How do I…?” topics and exercises that provide
best practices for common tasks that DS3000 Storage Manager offers.
This strategy has been used successfully on numerous occasions in parallel with the pre and post sales
process. It’s an excellent vehicle to train, practice, and sell.