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 Content
- 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