1208 nutanix sales meeting
10
01 NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY Nutanix Sales Meeting August, 2012
-
Upload
mark-leslie -
Category
Business
-
view
428 -
download
0
description
Transcript of 1208 nutanix sales meeting
01
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
Nutanix Sales Meeting
August, 2012
02
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
A Brief History of Veritas
Selling in Startup Companies is hard
Use Your Assets
Product Lifecycle Transitions – A Risky Time
Final Thoughts
Agenda
03
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
A Brief History of Veritas1982 ($0): Startup as Tolerant Systems
1989 ($0): “Restarted” from Tolerant Systems (12 employees)
Established industry standard file and disk management software
1990 ($0): Renamed Veritas, ML as CEO
1993 ($10 M): Initial Public Offering$16 million raised, market cap of $64 million post-money
1997($121M): Acquired Open VisionEntered Backup / Recovery business
1999 ($700 M): Acquired Seagate SoftwareEstablished leading position in Windows NT market
2000 ($1.2 B): F1000 company (5,500 employees)
2001 ($1.5 B): New CEO
04
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
Selling in Start up Companies is VERY, VERY HARDNo brandIncomplete productLack of marketing materialsIncomplete competitive comparisonsLack of reference accountsNo “easy revenue”Lack of corporate credibilityAnd, lots of other barriers!
It is really tough to close dealsTwo Stories
It is not a job for the infantry…YOUR ARE NAVY SEALS
05
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
Use Your ASSETSHot company / hot technology / compelling price performanceSell what you have – set the customer expectations so the company can successfully implement
Build follow-on business and referencesDon’t fall into the trap of selling futures – just postpones closing
Build and nurture the channel – a FORCE MULTIPLIER (sales, support, service, brand, presence, etc.)Use your internal resources
Executives / Engineering / Marketing
06
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
Product Lifecycle Transition – A Risky Time
RisksWord leaks outCustomers wait for new product - Old product loses tractionInventory piles upIf new product is late it becomes a disaster!!!
Be DisciplinedIt is tempting, but DON’T SELL FUTURES
Forecast AccuratelyWe all like to “game the system”But the company needs to plan for success
07
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
Final Thoughts – Success in ANYTHING Requires:
FOCUS
COMMITMENT
INTENISTY
ENDURANCE
08
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
…Buy a dog
Final Thoughts – If you want a Friend…
ROXIE
09
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
Final Thoughts
Regret for the things we did can be tempered by time;
Sidney J. Harris (1917–86)
it is regret for the things we did not do that is inconsolable.
010
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
Nutanix Sales Meeting
August, 2012
