Channel Partner Training 2 of 4

1. Dizzion Partner Training: 2 of 4
Blowing Prospect Objections Out of the Water

2.  Webinar participants will be
muted throughout today’s
webinar.
 Use the chat function in the
participant console to submit
questions and they will be
gathered for Q&A at the end
of the webinar.
Participant Reminders
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3.  Spotting & Squashing
Objections (before they kill your
deal)
 Handling the Key Types of
Objections:
 Technology
 In-House Deployment/DIY
 Security
 Price
 Using your Dizzion resources to
make it easy!
Today’s Agenda
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4.  Two decades of experience in IT
infrastructure
 Expertise in high performance cloud
deployments, custom networks, storage
environments and compliance
 Joined Dizzion mid-2015
 Find him with his family boating and
camping!
Brady Ranum, VP of Product & Strategy
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5.  Two decades of experience selling
complex IT solutions
 Responsible for direct and channel sales
teams at Dizzion
 Board member of SIM Women, KidsTek;
member of CloudGirls
 Joined Dizzion mid-2015
 A proud baseball and football mama!
Margie Sims, VP of Sales
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6. Stay in the Strike Zone!
Step #1 to Avoiding Objections
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7. CONTACT CENTERS/BPOS
Key Use Cases
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 Sweet spot = key use cases + highly regulated industries
THIRD PARTY CONTRACTORS
DISASTER RECOVERY WORK AT HOME PROGRAMS

8. Vertical Markets Choosing DaaS
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9. Most Objections are Due to Confusion
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10. Education Never Ends
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Education often continues throughout the sales process &
includes everyone on the buying committee!

11. Common Scenarios
 Misconceptions based on
past experience
 Questions about what is
needed to implement
the technology
Objection Type #1: Technology
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“We used VDI in the past and performance was horrible.”
“I’ve read that technology just hasn’t evolved to support
cloud-based VDI.”

12. Dizzion’s Purpose Built Infrastructure
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Built for high performance at scale

13. Are you saying you don’t trust “the cloud”?
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14. Common Scenarios
 Underestimate the
infrastructure required to
properly support and
scale VDI
 Don’t understand staff
resources and expertise
required to support
Objection Type #2: DIY
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“We have decided to implement ourselves instead.”
“We have excess infrastructure capacity to handle VDI in-
house.”

15. Putting it all Together
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16. Are you ready to scale?
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17. Common Scenarios
 Customer believes compliance is
not capable in the cloud
 Customer believes compliance
and security are 100% on their
shoulders
 Customer believes they have to
add additional security to mobile
devices
Objection Type #3: Security
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“Our data is compliance-regulated so a cloud-based
solution won’t meet our needs.”
“Security is too hard to implement with mobile or remote users.”

18. Controls & Security Standards
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Control Attribute Examples:
 Control User Administrative Rights
 Deny printing (local, network, screen)
 File and Folder redirection
 Shut off USB access to peripheral
devices
 Turn off copy and paste
 Control User and Computer GPOs
(group policy objects)
 Over 100 access control attributes provide the ability to restrict
access to systems, applications and data by the type of user.
 Security standards can be implemented and maintained much more
easily – can be controlled at the AD level.
 Ability to solve for compliance standards (i.e. HIPAA, PCI)

19. SECURITY LAYER TECHNOLOGY BENEFIT
Endpoint Devices GPO User Access and Security
Endpoint Session No VPN, Simplified Logins
Network Integration Secure Access to Apps and Data
Customer Customer Responsibility
OS Applications PCI Compliant Antimalware
Desktop Virtualization Industry-leading Cloud Security
Server Virtualization Industry-leading Cloud Security
Network Industry-leading Network Security
Physical Simplified Audits
Security at All Layers
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20. Common Scenarios
 Confusion about what
is/is not included
 Not making an apples to
apples comparison (i.e.
PaaS, IaaS)
 Not considering what
DaaS eliminates for in-
house staff
Objection Type #4: Price
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“The price for your DaaS solution is way too high.”
“The cost comparison doesn’t prove out.”

21. Comparing IaaS, PaaS, In-house & DaaS
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IaaS/PaaSHostedVDIDaaS
Example Provider
Technically savvy buyers
who want out of the server
support business
Buyers with limited
technology and support
expertise
Buyers seeking managed
solution to fit their unique
business, technology and
security requirements
Infrastructure only; your
know how, tools,
maintenance and support
One-size-fits all approach,
limited flexibility and high
implementation and
support costs
Purpose-built customizable
managed solution making
DaaS simple and cost
effective to consume
What You GetAppeal

22.  Server provisioning
 Storage
 Network configuration
 Load balancing
 Patching and updates
 Backup/disaster recovery
 Monitoring
 Hardware break-fix
What DaaS Takes off Your Plate
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23.  The Dizzion Team can Help!
 Dedicated channel, sales, and
sales engineering resources
to move your deal forward
 www.dizzion.com/resources:
Tech papers, webcasts,
calculators, and more
 Be on the lookout for details
on our next Partner Training:
“Positioning Dizzion Against
the Competition”
Blow Objections Out of the Water
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24. Question & Answer
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