Pure Storage Blitz Program June 2015 2013 Pure

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Pure Storage Blitz Program June 2015 © 2013 Pure Storage, Inc. | 1

Pure Storage Blitz Program June 2015 © 2013 Pure Storage, Inc. | 1

Program Summary • Summary: • • • With/Through Partner Call blitz days to drive

Program Summary • Summary: • • • With/Through Partner Call blitz days to drive marketing qualified leads and opportunities Partner training can be included in blitz day Goal: • • Create 2 -5 sales qualified leads/appointments per blitz day Build $200 K - $500 K pipe per blitz day © 2013 Pure Storage, Inc. | 2

In this deck, you will find • Blitz Program Details • • Build of

In this deck, you will find • Blitz Program Details • • Build of Materials • • T Minus Schedule Blitzing Best Practices Reporting/MDF Listing, Targeting Guidance Call Scripts Connect and Sell Appendix- FMM Instructions • SFDC Leads upload w/ SDR instructions © 2013 Pure Storage, Inc. | 3

Blitz Program • T-4/6 Weeks Set date with CAM/AE/SDR and Partner. • • Pure

Blitz Program • T-4/6 Weeks Set date with CAM/AE/SDR and Partner. • • Pure CAM, AE or distribution account manager (DAM) will plan to be onsite with partner for blitz hours. SDR participation is recommended as SDR can dial alongside the partner. CAM/distributor and Partner to agree focus for the blitz, e. g. tech refresh, application specific message etc. T-2 Weeks- List Prep: • • • Partner pulls list and is responsible for contact acquisition. Send list to CAM/SDR/AE or DAM for scrub and approval. SDR/AE/DAM to supplement partner list with target accounts. Partner responsible for data acquisition. CAM/DAM to approve final consolidated list • T-2 Days Partner sends an introductory email to contacts • T- 0 Onsite Blitz “Breakfast Blitz” Sample Schedule • • • 7: 45 DAM/CAM/AE/SDR arrive at partner location 8: 00 AM Kickoff and Breakfast 8: 00 AM- 8: 30 AM Team Discussion § AE/CAM/DAM to cover off on calls scripts, value prop, best practices, goals and contests § SDR/AE and Partner establish an appointment setting protocol. IE, will SDR/AE attend the appointments and process for booking time. 8: 30 - 10: 30 Blitzing in action 10: 30 -11: 00 Wrap up and prizes © 2013 Pure Storage, Inc. | 4

Program continued • Recommended post blitz follow up • • T+ 1 day Voicemail

Program continued • Recommended post blitz follow up • • T+ 1 day Voicemail follow ups. T+ 1 week email drop T+2/3 Weeks- Event or Webcast Partner must send all appointments via appointment tracker to their Pure Field Marketing Manager or Pure Distributor Marketing Manager © 2013 Pure Storage, Inc. | 5

MDF & Reporting • MDF can be used towards: • • • Food &

MDF & Reporting • MDF can be used towards: • • • Food & Beverage for training/blitz day List Rental/Purchase Contests/Incentives for blitz team Follow up Webinar/Events MDF T’s & C’s on Partner Portal Reporting • All appointments must be sent to Distribution Marketing Manager or Pure Field Marketing Manager within 5 business days of blitz completion. § Include, Customer Name, Customer Org, Title, Email Address, Phone, Appointment date and location © 2013 Pure Storage, Inc. | 6

Dialing Best Practices • Best Time to call typically mornings Tuesday, Wednesday, Thursday •

Dialing Best Practices • Best Time to call typically mornings Tuesday, Wednesday, Thursday • Have your voicemail ready. • Plan to do call backs same day or same week. • Customer doesn’t want a meeting yet? Have options ready: • • • Check out our website, Come to this webinar/ watch this video. Come to our event • Send introductory email T- 2 days • Send follow up email with options for follow up. © 2013 Pure Storage, Inc. | 7

Good luck and great selling! © 2013 Pure Storage, Inc. | 8

Good luck and great selling! © 2013 Pure Storage, Inc. | 8