Profile

Any customer that is tackling big IT issues such as consolidation or implementing virtualisation capabilities presents an opportunity. Similarly operational initiatives such as merger, acquisition or downsizing also provide scope for an HP Services sale.

Questions to ask:

• Who currently supports your IT environment?
• Are you happy with your incumbent services provider?
• Do you have a consolidated or disparate IT renewal?
• Are you currently utilising remote electronic diagnostic tools?
• Is your infrastructure correctly supported and how often is this reviewed?
• Do you have a Business Continuity Policy in place and has this been tested?

Also listen out for customers mentioning:

• Staff or skill shortages
• Complaints of system performance, downtime or backup issues
• System and/or storage management issues
• Spiralling IT costs
• Impending hardware, software, network upgrades
• Business continuity planning
• Systems evolving into business sensitive/critical environments

Qualifying Questions to Opportunity Spot.pdf