Selling Splunk To The C-suite...Share industry experience in selling Splunk at the C-Level Evaluate...

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Selling Splunk To The C-suite And Delivering What You Promised Chris Hill | Director, Aerospace and Defense Steve Fritzinger | Business Value Consultant September 27, 2017 | Washington, DC

Transcript of Selling Splunk To The C-suite...Share industry experience in selling Splunk at the C-Level Evaluate...

Page 1: Selling Splunk To The C-suite...Share industry experience in selling Splunk at the C-Level Evaluate some common customer trends Show how to avoid getting trapped in a low value use

Selling Splunk To The C-suiteAnd Delivering What You Promised

Chris Hill | Director, Aerospace and DefenseSteve Fritzinger | Business Value Consultant

September 27, 2017 | Washington, DC

Page 2: Selling Splunk To The C-suite...Share industry experience in selling Splunk at the C-Level Evaluate some common customer trends Show how to avoid getting trapped in a low value use

During the course of this presentation, we may make forward-looking statements regarding future events or the expected performance of the company. We caution you that such statements reflect our current expectations and estimates based on factors currently known to us and that actual events or results could differ materially. For important factors that may cause actual results to differ from those contained in our forward-looking statements, please review our filings with the SEC.

The forward-looking statements made in this presentation are being made as of the time and date of its live presentation. If reviewed after its live presentation, this presentation may not contain current or accurate information. We do not assume any obligation to update any forward looking statements we may make. In addition, any information about our roadmap outlines our general product direction and is subject to change at any time without notice. It is for informational purposes only and shall not be incorporated into any contract or other commitment. Splunk undertakes no obligation either to develop the features or functionality described or to include any such feature or functionality in a future release.

Splunk, Splunk>, Listen to Your Data, The Engine for Machine Data, Splunk Cloud, Splunk Light and SPL are trademarks and registered trademarks of Splunk Inc. in the United States and other countries. All other brand names, product names, or trademarks belong to their respective owners. © 2017 Splunk Inc. All rights reserved.

Forward-Looking Statements

THIS SLIDE IS REQUIRED FOR ALL 3 PARTY PRESENTATIONS.

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▶ BA, Economics – University of New Hampshire▶ MBA, Marketing – Johns Hopkins University▶ Over 20+ years of Enterprise Systems/Software Experience▶ 10 Years in Aerospace – Lockheed Martin and Orbital Sciences (OrbitalATK)▶ A&D Sector Growth FY’15 over FY ’16 was 85%

About Your Presenters

Chris Hill – Director, Aerospace and Defense

▶ BS, Computer Science – Case Western Reserve University▶ Over 25+ years of Enterprise Systems/Software Experience▶ Former Economics Commentator on BBC World Service Business Daily Program▶ Built $100M+ product lines from scratch

Steve Fritzinger – Business Value Consultant

Page 4: Selling Splunk To The C-suite...Share industry experience in selling Splunk at the C-Level Evaluate some common customer trends Show how to avoid getting trapped in a low value use

▶ Share industry experience in selling Splunk at the C-Level

▶ Evaluate some common customer trends

▶ Show how to avoid getting trapped in a low value use cases

▶ Use business value consulting to sell Splunk to the enterprise

AgendaCommon Challenges and Experiences

Page 5: Selling Splunk To The C-suite...Share industry experience in selling Splunk at the C-Level Evaluate some common customer trends Show how to avoid getting trapped in a low value use

Selling to Security is relatively easy

Selling to IT is hard, like really hard

Once it’s sold,what do you do with it?

Typical Adoption Problems

Why do we keep getting stuck in this trap?

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Burger 3

Limited Satisfaction

Burger 2

Less Satisfying

Law Of Diminishing Marginal Utility

Burger 1

Perceived or Real Diminishing Value

Mmmmm good!

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Splunk’s Diminishing Marginal Utility

VALUE

500GBs 1TB 3TB+CAPACITY

Enterprise Infrastructure

25% Project Buy

50%Program Buy

75%Enterprise Buy

Enterprise maturity level achieved

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Continuous Value Delivery

VALUE

500GBs 1TB 3TB+CAPACITY

Enterprise

Expanded Use Cases in New

Business Areas

Infrastructure: Core Business

New Services

Services: Managed Services

New Customers

Customer Facing

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There Are Always More Hungry People

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1% Adds Up

The Slight Edge by Jeff Olson

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▶ Help customers understand value of Splunk inside and outside the data center

▶ Discover new ways to use existing data sources▶ Free service for new and existing customers▶ Rapid, lightweight engagement

Business Value Consulting At Splunk

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▶ Healthcare• From Point Solution to Boss of the SOC• Answered the question, “Why do we have so much data, anyway?”• 500 GB/day à 7 TB/day in 8 weeks

▶ Finance• From cutting 2 TB/day to buying 8 TB/day more• Value of Splunk vs. Cost of Business as Usual• Enterprise Adoption Agreement (EAA) with 2X expansion

Business Value Engagement Results

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Effectively Use What You Already HaveAdoption Chart Finds New Use Cases

Page 14: Selling Splunk To The C-suite...Share industry experience in selling Splunk at the C-Level Evaluate some common customer trends Show how to avoid getting trapped in a low value use

Identify Value GapsRank your Value compared to Splunk Customer Success Benchmarks

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Value DashboardSplunk delivers an Executive Dashboard with Current and Future Value

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Sell This Not That

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© 2017 SPLUNK INC.

▶Ask yourself:• “What more can I do with my data?”• “What are your most pressing challenges today?”• “What is standing in your way?”

▶Attend our Birds of a Feather Session to get started

Be a HeroCall to Action

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© 2017 SPLUNK INC.

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