Who should attend
- Account Managers, Account Executives, Business Development Managers and technical sellers
- IT Distributors, IT Value Added Resellers and IT Systems Integrators with an existing IoT practice or just starting one with dedicated resources
- OT Distributors, OT Value Added Resellers and OT Systems Integrators focused on Davra Networks’ top verticals
- Service Providers and Managed Serviced Providers focused on IoT
Prerequisites
It is highly recommended that you have experience with selling IT and/or OT solutions to customers.
Course Objectives
- Understand the value of Enterprise IoT as it relates to your opportunity and relationship with new and future customers
- Understand how Davra Networks’ solution offerings fit within the IoT eco-system to create an end to end IoT solution
- Understand the alignment of market trends to the vertical-focused Davra Networks IoT use-cases
- Articulate the Davra Networks value proposition and competitive positioning
- Describe the GTM strategy, Engagement model and relationship of all vendors in the Davra Networks solution
- Describe the vertical-specific selling strategies and buying centers for Davra Networks
- Understand the vertical-specific discovery process that can be applied to Smart Connected fleet, Connected and Mass Transit
- Deep-dive into Business outcomes focused IoT Sales Methodology through a Capstone case study workshop setting
Course Content
This one-day Sales Enablement workshop gives you the keys to unlock Internet of Things (IoT) sales opportunities by leveraging the Davra Networks IoT platform and solutions. This workshop teaches you how to consistently and systematically have valuable conversations with your customers to realize the best return on their Davra Networks solution. Through interactive lecture, role play exercises, and case studies you will be enabled to close more IoT opportunities using Davra Networks’ solutions.