rbartsch's blog

Jon Giffard, Product Manager for Novell Service Desk, shows you how to explain the value of Novell Service Desk to your customers. Learn how to describe to a customer how to improve I.T.’s integration with the rest of the organization – on a whiteboard, a napkin, or the back of an envelope using simple diagrams.

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If you're an RSS junkie, then you might want to check this out.

Novell Global Sales Enablement has long offered the SalesTalk podcast source with its various RSS feeds.

We've recently built a couple of other sources:

• Novell in Hand serves up publicly-accessible sales enablement information. On NIH you'll find ChalkTalk videos and short demo videos. So far.
• Novell in the Know serves up limited-access sales enablement information. For NITK you'll need an RSS reader that can handle secure RSS feeds...and you'll need your www.novell.com username and password. On it you'll find most of the other resources that we love to bring to Novell partner and Novell employee sales people.

Randal goes head to head with Product Marketing to help you understand how and when to position these four different but similar Personal & Team Productivity products.

Hear about:

• the basic elevator pitches’ baked-in differentiation that we often gloss over
• use cases that give clear sightlines to which customers to line up with which products
• where these emerging technologies leave GroupWise, the familiar daily anchor for many of our customers and most of us

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David Ferre, Sr. Product Mgr. for Endpoint Security, continues the series with Randal about selling ZENworks 11. This episode focuses on ESM (Endpoint Security Management).

Find out:

• About the current endpoint risks that organizations are faced with
• If there are industries particularly prone to endpoint security risk
• About mobile device risks
• If customers have already quantified the risk or if you need to help them
• What value integrated ESM brings to existing ZCM and ZESM customers
• About additional sales resources which help you sell ESM

Read more for the link to this resource.

In this 56:49 webcast recording Bill Calero, Data Collaboration Product Manager, shares about File Management Suite. Bill’s topics include:

• Novell File Management Suite Recap
• Having a Customer Conversation
• Solving Relevant Business Needs
• Roadmap Overview and Review

Read more for the link to this resource.

What is it about Novell Vibe OnPrem that’s getting partners so fired up? This is the third partner that we’ve interviewed on SalesTalk that has found the secret to selling the product. Listen to Randal talk to Cobus Burgers of Novell partner NetCB.

In Part 3 — the last of this series — find out:

• How NetCB differentiates Vibe OnPrem from SharePoint, and wins
• Do you have to be a development shop to sell and implement Vibe OnPrem?
• NetCB tips for presenting the benefits of Vibe OnPrem to customers

  Read more for the link to this resource.