VANTIQ Field & Partner Sales Enablement

This is the sales onboarding program for new VANTIQ field sales staff and sales partners.  It is the first series of enablement sessions to equip field facing sales teams to be able to understand who Vantiq is, what Vantiq does, and who to sell the Vantiq platform to.

PARTNER SALES ENABLEMENT OUTCOMES

• Be able to engage and educate potential buyers on the latest business and innovation trends to rapidly build next generation applications
• Be able to position VANTIQ’s approach to build next generation applications
• Be able to find best fit opportunities for VANTIQ
• Know where in the enterprise to target, engage and how (IT vs. OT vs. LOB)
• Understand VANTIQ product offerings
• Equipped with customer facing sales tools to engage prospects
• Start working with the VANTIQ team to build business

 

Reference Program Outline (below).  Can be modified, order re-arranged, or customized with your own material.

4 SESSIONS – TOTAL 4+ HOURS.

SESSION 1: Intro to VANTIQ – OVERVIEW. (1 HOUR)

Presentation material

1. VANTIQ Overview and/or Review
2. Why a New Architecture for Modern Applications
   • IT vs. OT
3. VANTIQ application demo [by local PreSales]

PREWORK / SUGGESTED READING:

• 1. Marty GPS video VANTIQ VISION – Keynote from GPS 2019 – Marty Sprinzen CEO
  2. Distributed and Edge Whitepaper: https://vantiq.com/distributed/
  3. Review customer stories at https://vantiq.com/customer-stories/
  4. Review customer / partner testimonials at https://vantiq.com/testimonials/
  5. Watch Event Broker demo: https://vantiq.com/resources/vantiq-pronto-demo/

SESSION 2: Technical Value of EDA & VANTIQ (1 HOUR)

Presentation Material

1. What is EDA? Why an Event-Driven Architecture
2. Technical Advantages of the VANTIQ Platform
3. Platform Demo [by local PreSales]
4. Competitive Landscape/Comparisons [coming]

PREWORK/SUGGESTED READING:

• 1. VANTIQ Fundamentals eLearning course on Community Portal
  2. EDA Landscape Whitepaper: https://vantiq.com/the-modern-eda-landscape/
  3. Watch Why VANTIQ & EDA video (2 mins.): https://vantiq.com/why-vantiq/
  4. Review VANTIQ Capabilities: https://vantiq.com/capabilities/
  5. Event Broker video (5 mins.): https://vantiq.com/resources/vantiq-pronto-demo/

SESSION 3: Target Industries & Use Cases (1 HOUR)

1. Target Industries & Use Cases
2. Digital Twin Technology

PREWORK / SUGGESTED READING:

• 1. Customer stories: https://vantiq.com/customer-stories/
  2. Digital Twin Whitepaper:  https://vantiq.com/digital-twin/
  3. Use Case Stories on VANTIQ.com. https://vantiq.com/vantiq-use-cases/

SESSION 4: Prospecting & Qualifying (1 HOUR)

1. Ideal Customer/Partner profiles
2. Target Personas
3. Prospecting & Qualifying
4. VANTIQ Sales 1-pager

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IF TIME AVAILABLE…OR LOCAL TEAM COVERS…

Sales Resources & Support for Partners (1 HOUR)

• Sales portal
  • Content and collateral
• Community Portal
  • Product training
• Marketing Support

REGIONAL TEAMS SHOULD COVER:

• Pricing
• Engagement strategy/process
• Local partners ecosystem