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This is fantastic how the ROI and short term value generate interest for large accounts. Sharing real customer examples of value generated in term of money is the key success factor to make business happens. We just need to ask existing customers to share with us what made the business case valuable with Splunk.

It works 'cause at the end of the sales journey, the CFO will need to see why this is a valid investment before to unlock money.

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Send customer / prospect a quiz with questions to answer (like those "what type of person are you"-quiz). following a decision tree it will show a result which indicates what use cases might match with your organization.
The results A, B, C, D represent Security, O11y, AIOps use cases with real use names  from PUMA, Tesco, Heineken etc...

Next step: Follow up with the RSM!

It worked because: honestly I just came up with this idea. but come on, who hasn't done this kind of psychology test???

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Winning with Use Cases, use cases, use cases!

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Winning with Use Cases, use cases, use cases!

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Step 1: call your customer / customer to be
Step 2: Discovery on where s/he has painpoints in business
Step 3: Verify what the REAL problem is
Step 4: Share how others solved ecommerce, supply chain, security, production controlling or whatever problems by using Splunk.
Do mention names where possible (e.g. because it is an official reference)
Step 5: Fire up your demo instance (local?) and show some dashboards

You should have shown your expertise at this point.
Being able to show a demo just like that also shows how easy Splunk is to handle.

Step 6: Follow Up Appointment for a deep dive

It worked because: you are not the one to only drink a coffee with, you are someone that knows how to solve problems

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We want to be recognized and remembered positively
3 things I like to suggest:
1) if we do an event (confGo etc..) always put a fun moment onto it. i.e. hire a funny speaker who puts the content into a funny context and interact with the people. this will not only lure people to the event - it will make it interactive, creative and memorable
2) let's produce videos explaining splunk in a fun way. with local flavour. we have fun US videos, but they don't work local as the engagement and involvement is different. i.e. for Austria we can take Alex Kristan doing the Schwarzenegger explaining Resilience funnily (Skynet, Terminator Style ... I'll be Back)
3) let's produce one 2 minutes funny video to explain the Splunk story for prospecting customers or for customers we meet the first time. I think it can be fun to show it at the beginning of a presentation - customers will always remind us positively...

it worked because:
people remember me as a funny person and mostly like to meet again. i.e. the BOTS in the Rapid Stadium was fun and a good different atmosphere - people gave us super feedback

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POWER OF RELATIONSHIP                                     

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POWER OF RELATIONSHIP                                     

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It's all about getting appointments. With customers, who already use Splunk it is easy, but there are still plenty of large customers who even don't know us or ghost us due to several reasons (existing competitive, bad experience in the past etc..). Cold calling, Emailing, contact via LinkedIn is very exhausting in most cases and the success rate is below 10% while personal contacts are working always (at least to get an appointment). Very easy task: we create 1 central sheet - everyone puts in the customers and contact persons he/she is struggling with to get in touch. We use the power of the team and the team is screening the contacts and makes and easy digestible not like 1) don't know 2) know her/him a bit 3) know her/him well and the two take it from there.

it worked because:
several times because if people trust you they help you. even more in uncertain times trust is a strong and golden currency. I experienced it many times to receive help by people who trust me.

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1) C-Level Point of View Exec Summary tailored to the customer will be done via BVA and delivered by our management to the the target C-Level

2) Has worked because it was specific, relevant and to the point on how the companies can drive costs down, automate etc and is delivered by the management to emphasise the importance and increase credibility.

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Vidyard asynchronous video messages to "humanize" the sales interaction and put your own true self in front of the customer....differentiate yourself from 100 other RSMs trying to hack the customer

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COLD CALLING......good old fashioned phone calling.....knock the door and make them poor :-)

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Target campaign: "The Mobilizers" - managers & CxO who move into new jobs at new companies are 40% more likely to invest $$$ millions in the first 6-12m of their tenor......we need to hit them early & hard - Resilience, SEC, O11y

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Pop-up Splunk UX User Experience hubs in major cities to target competition's customers: in-front of major competitors offices, cheeky marketing i.e Dynatrace, IBM, Elastic, MSFT etc......gotta convince the market we offer a better experience, performance & efficiency.

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Super personalized individual contact campaigns to gain access to specific CEOs "Centers of Enterprise Opportunity" who are hard to reach or unreachable via usual digital channels: send one of the following  gifts: Speaking parrot - record a personal message, send with an accompanying hand written message - Parrot then reads aloud the message to customer; send a Drone - but without the remote control - customer gets remote on agreeing to meeting with us; personalized kitchen knives - with customer's name engraved on blades.....

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PG Idea:  Industry and/or Persona specific LP

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PG Idea:  Industry and/or Persona specific LP

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1) Industry specific landing pages country specific
2) Present Basket will be (Splunk merchandise but just the useful staff) send including QR code to the landing page
3) FU link will be send via Email
4) Pot follow up call if needed

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Strengthen the community with in-person events

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Strengthen the community with in-person events

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2 years of COVID have left its marks. We need to invest more in onsite events again. Customers are appreciating it!
Exec Events are great but more is needed for the community like: re-launch the user groups, lunch and learns, workshops, etc.

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My idea is that everyone does an audit of the contacts in salesforce for their accounts. There might be many that went in through various channels over the last years without anyone touching or following up with them.  Or marketing can't e-mail them as an example. Then call them and invite them to the next appropriate activity in their region.

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My idea is that everyone does an audit of the contacts in salesforce for their accounts. There might be many that went in through various channels over the last years without anyone touching or following up with them.  Or marketing can't e-mail them as an example. Then call them and invite them to the next appropriate activity in their region.

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My idea is the following:
Lunch and Learn Event for various topics in a recurring format (duration max. 1.5 hours), maybe also hybrid format possible with Pizza delivery etc.

It has worked because:
Onsite events are a great for PG, but after the pandemic it seems more difficult to bring people onsite for a half day event such like .conf GO.

Please VOTE for me :-)

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My idea is the following:  Advertising on a special space, for example on a Tram.

It has worked because:  Not everybody in the market knows us and our capabilities - so with this we could generate brand awareness

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My idea is the following:
Establish a local Webinar Format, short and crisp one topic in 15min or even less, could be distributed over many channels.

It has worked because:  short and crisp (different) will be remembered

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My idea is the following:
Make noise/advertisement (maybe with a customer reference) on local IT News-Websites, IT Security or DevOps Websites

It has worked because:  Could be seen by many potential customers

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Splunk as main Sponsor for the next Fifa WC in 2026...soccer rocks, F1 sucks

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Splunk as main Sponsor for the next Fifa WC in 2026...soccer rocks, F1 sucks

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use your smartphone not just for surfing the internet, the phone is smart and can do phone calls

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use your smartphone not just for surfing the internet, the phone is smart and can do phone calls

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My idea is the following:
1.) Building a (local) community of existing and new customers. Since they can then network and exchange best. Can happen via different, local events (e.g. cooking event, cart racing,...) Conduct events at existing customers, e.g. with a factory tour... Regular update events on the latest functions (release notes). Test and Trial On site.

2.) A (video/podcast) series on the latest developments around the market and how we are responding to generate more awareness.

We could try to invite the CxO of existing customers in an interview format.

It has worked because:

Customers can talk to their benefit. Prospects can see our solution for themselves live. We can present our added value at regular intervals.

So - Please vote for me!!!

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My idea is the following:
It has worked because:
Vote for me and I explain you why