Joining us this week is Eric Wright, Technology Evangelist, Turbonomic.

Highlights:
• Discoposse Podcast
• Discussion on Luke Kaines Article
• Open Source Impact on IT Ops and Purchasing
• Money Drives Operational Alignment
• Sales as Organizational Improvements

Time Stamp
• 0 min 6 sec: Introduction of Guest
• 1 min 19 sec: Discoposse Podcast
o History of Podcast
o Canada – Brewers Retail
• 6 min 07 sec: Luke Kaines Article, My Losing Battle with Enterprise Sales
o Like Watching a Netflix Story Heading to an Unexpected Ending
o Starts with Hard Lessons Learned – how not to do things
 Who are you building the product for? User or Purchaser
 Still early in our industry on how to build a product that doesn’t require enterprise sales
o When is sales enterprise? How to define that?
o You succeed on your ability to manage relationships of warring departments at the prospect’s company; it’s not the product that you are selling
• 13 min 16 sec: Examples of Politics impacting sales
o RackN and Internal Champions
o Open Source allows customers to bypass their sales departments: dangers of this happening
o Tour de France of IT Operations
o Justify the cost of the product vs. value or the product
• 21 min 05 sec: People take things seriously when money is being spent
o Free consulting never gets used
o Open source has less perceived value since its free but it’s not really free
o Personal investment vs team investment in solution
 Disagreements add value to organizations
 Silos vs Cross-Silo Communications
• 31 min 08 sec: How sell product communicating value to multiple groups via internal champions
o Having to use software purchased already to get value
o Have to pay for software, even free software
 Even open source software has commercial support that cost money
o Always about building a team and communication
• 40 min 25 sec: Wrap-Up

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