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The right systems management tool frees up time for the important work

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Selling VSM software: Customer priorities

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Vendor selection criteria for VSM products

Source:  TechTarget

Finally, survey takers were asked to list the top three criteria they will use when choosing a virtualization systems management vendor. Cited by 51% of the respondents, price was the most-selected criterion, which may not be at all surprising. While the best VSM tools are expensive, many low-cost and free tools are available, so your customers might need to understand what they will be getting in return for the tool costs. Expensive VSM products offer a wealth of capabilities to compensate for the price tag.

Tied at 39% are reporting capabilities and integration with virtualization platform APIs. The importance of reporting capabilities suggests that customers are aware that many virtualization vendors have fallen short around reporting. Some IT professionals have complained about the built-in performance reporting of their virtualization technology. They may also seek more granular reporting abilities that offer clear, user-friendly data. As for integration with virtualization platform APIs, customers understand they need tools that will interact with their virtual infrastructure through the API provided by their hypervisor vendor. An increasing number of VSM products support a range of APIs, so be sure to highlight the level of integration your customer will receive with the tool.

For more information on virtualization management software:
Comparing third-party server management vs. platform vendor tools
Learn about the tool options for virtualized servers management
Channel partners weigh discovery and capacity planning software

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Essential Guide

The right systems management tool frees up time for the important work

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What's your strategy for selling VSM products? Sound off in the comments!
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What are some of the biggest drivers that motivate and move a customers' new VSM tool purchase? This needs to be carefully addressed. What specific or standard product features do customer see as the most important? Until you know this you cannot address customer needs effectively. Do you know the criteria customer use to make their decision about what VSM services and tools? Knowing the answer will help you with your selling strategy and marketing.
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