In the final episode of this multipart series about qualifying questions we should be using with customers, Jeff Miller, Director of Sales for Strategic Integrators (IBM), discusses the topic of Workloads.  What percentage of the enterprise workload is on-prem, in-cloud, or hybrid?  Understanding the workload distribution for a customer can help you guide them to adopt strategies that provide consistency in their data protection strategies regardless of how their workload is currently distributed and where it is going.

In this multipart series about qualifying questions we should be using with customers, Jeff Miller, Director of Sales for Strategic Integrators (IBM), discusses the matter of Compliance and the importance of talking about their compliance posture with customers.  This helps the seller understand the customer-perspective what regulations, benchmarks, or frameworks they consider important and how they feel they are meeting (or not meeting) those compliance regulations.

In this multipart series about qualifying questions we should be using with customers, Jeff Miller, Director of Sales for Strategic Integrators (IBM), talks about raising the topic Data Protection and Security Strategies with customers and how it is tied to their brand.  Furthermore, Jeff highlights the importance of discussing the maturity of their strategies, the negative impact of not meeting data sovereignty regulations, and funding.  These kinds of questions offer insight into the drivers (or lack thereof) for data protection, regulatory compliance, funding and more.