Hello and welcome to the Value Selling e-learning brought to you

by the Business Value Consulting team and Global Field

Enablement.

The BVC group has interviewed thousands of users and business

executives across over thousands of accounts on every single
continent.

So this gives us a unique understanding of HOW our customers are

realizing value when using Splunk, which we’ve summarized in this
e-learning series to help you sell.

So with that, let’s get started….

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Are you ready? Great! Let’s get started with a short overview of what Business Value
Consulting is.

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This module is broken up into 8 short sections to give those hard-
working brains a break from the tsunami of awesome information
overload.

The 8 modules consist of:

Module 1 - What is Value Selling?
Module 2 - Why Value Selling?
Module 3 - Who do I sell to?
Module 4 - What is the messaging?
Module 5 - What is the conversation?
Module 6 - Who do I reference?
Module 7 - How do we compete?
Module 8 - What are my BVC resources?

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Not so long ago Splunk was just a log tool that a bunch of techies
downloaded for free to use to make their jobs easier. They used to
have to search through log files to find error messages when things
went wrong, applications didn’t work, or servers went down. They
discovered the power of these log searches and it was a lot easier
with Splunk. It made it faster, and they began to find interesting
information along the way. In fact, what they told us in their initial
interviews is that “WOW, I can search syslog really, really fast. I
could never do that before. This is way cool.”

The challenge was they did not have a way to translate why
searching syslog was so powerful and why it was so impactful to
the business. As a result of that, the executives would shrug their
shoulders and say “What business value do I get?”

So even with these enthusiastic and amazing reactions from the

technical teams, the executives didn’t have visibility into the
problems Splunk was helping them solve and WHY it mattered.

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Basically when it came to investing in Splunk, executives
periodically often balked at the price tag.

In order to sell value, you must prove value.

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So what exactly is value?

Since the BVC program began, there are 3 types of questions that
executives keep asking us, which define the value from a customer
perspective.

First, there’s the monetary value associated with Splunk, which we

call Value Assessment.

Of all the things you can do with Splunk, the four most common
benefit types are:
- Labor savings, which comes from doing things faster with less
effort
- Increased revenue, which comes from preventing things like
business outages, OR improving customer retention and
increasing average order size
- Reducing expenses is a big one, which comes from improving
capacity management for server and storage arrays, or avoiding

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 SLA penalties, or even consolidating tools
- And there’s Risk mitigation, which comes from security
breaches, fraud, and data leakages where the value is expressed
by lowering the risk of harmful security attacks

But for some customers, quantifying the monetary value is not

enough without a prescriptive plan, which is the 2nd type of value
deliverable we can produce.

For larger opportunities, adopting Splunk involves many choice

such as:
1.Which use cases should be adopted?
2. What’s the right sequence of use cases
3. Which capabilities are relevant?
4. Which data sources?
5. Which products and how do we measure success along the way
with the right KPIs?

We call this Prescriptive Selling

Finally, the 3rd value deliverable relates to Total Cost of Ownership.

Here, we see customers asking us questions relating to cost

differentiators between deploying Splunk as an on-premise solution
vs. using Splunk Cloud. All these questions can easily be answered
using a TCO Assessment.

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Welcome to Module 2 for the Introduction to Value Selling
eLearning.

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Let’s explore why we should all be focused on selling value, either in the form of
monetary value, prescriptive value adoption plans, or TCO value differentiators.

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Warren Buffet says “Price is what you pay, value is what you
get.” Let's look at the definition. Value is the regard that
something is held to deserve; the importance, worth, or
usefulness of something. The excitement and possibility that
drives you to take pride in what you bought. This is why we
need you to position and prove the business value when
selling Splunk solutions and services.

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So proving business value is going to be key to closing
opportunities. Think about your last major purchase – what was the
price? Did it equal or exceed the value you got from it?

Let's use an example here.

Imagine you’re purchasing a car and you have school aged kids,
and you go on road trips periodically.

I bet you would find an awful lot of value in upgrading to the

entertainment package so you can keep everyone behaving well in
the back by not fighting and not disturbing you while driving.

If you don’t have school aged kids, I imagine having a state of the
art media system in the back would have no value to you.

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So, let’s see what this really means in our world of selling
software…

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Many of your customers already WANT Splunk. You have those
technical champions, they’ve seen it, they’ve touched it, they’ve felt
it. They want Splunk in there. They SEE value.

However, it is not that simple.

Did you know that 95% of buyers require financial justification, and
81% of your accounts will expect YOU to deliver a defensible
business case ROI.

Now within our industry, nearly half of software providers DON’T

DO a good job at justifying value.

In fact, according to this market analysis, that’s the #1 obstacle

preventing sales from reaching their quota effectively.

The good news… well our BVC program is quite mature and is
here to help you rise to this challenge.

Just remember that even with the great passion that an internal
champion can have, there is an internal process that each
company will have to go through to translate that passion and
excitement into a closed order for you.

So your job is to help your Splunk champions prove that value –

and the BVC program is designed to help you achieve exactly that!

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Now what happens if you don’t focus on selling value?

You’ll hear things like “Splunk is too expensive”.

You’ll see some of your customers will find creative ways to

leverage Splunk without increasing their license size. But if you
shift their attention away from the cost and focus on the Value
currently being realized or WILL BE realized with further adoption
of Splunk, you’ll naturally put the cost in context, and the cost will
become a non-issue.

There’s one thing I can tell you from having done thousands of
these value assessments, the value of Splunk ALWAYS outweighs
the cost of Splunk, so remember to always quantify the value to
minimize concerns with costs.

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Now the challenges with documenting value have to be taken into
account when building a BVC program, and these were the
challenges we faced early on.

First, as an account team, you’re busy chasing a quota. You have

accounts to call on, demos to coordinate, proposals to make, and
customer success issues to chase down. So there’s naturally a
time constraint that comes into play, so efficiency is top of mind.

Now efficiency can only be achieved with the right tools. If an

account team is expected to sell value on their own without pre-
built tools, then it’s likely that a business case won’t be produced or
won’t be solid enough. Prior to our BVC program, we didn’t have
such tools.

The third challenge is that even if you had a tool, you need
defensible data from Splunk or even better 3rd party industry
benchmarks that can be applied to value calculations to make them

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rock solid. We didn’t have this data before.

The leadership at Splunk saw this need and took action.

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That action formed “the Business Value Consulting team” with a
mission to overcome any hurdles related to value selling.

We are here to help Splunk customers, prospects, and partners

document the current value being realized AND the future value to
be realized with Splunk when making machine data accessible,
usable and valuable for everybody.

We’ve had thousands of customer engagements globally, and as a

result, we were able to create benchmarks, content, tools, and
assessments based entirely on those interactions.

Essentially, we have built a BVC Platform that is customer driven - so

everything the platform offers is based on real customer examples that
can be used when you’re working with a customer to explain the real
value of Splunk.

And the results we’ve seen over the years are incredible.

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With value selling you WILL GROW your opportunity 5 times simply
because the value completely outweighs the cost. Your accounts will
see this and realize they can afford more based on their returns.

Value selling will also expose you to many different stakeholders in

your account in a short amount of time. This will help you ACCELERATE
your sale cycles by up to 3 times.

Remember, the BVC team are part of the pre-sales team, so the
assessments we provide are NON-BILLABLE.

The BVC team’s goal is to help you drive larger deals faster, while
helping Splunk customers realize as much value as possible.

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Now the BVC team can’t be in all places all the time. So, we’ve
invested a fair amount of time and resources into building scalable
and highly efficient tools, with embedded benchmarks so your
champion can understand the calculations and justify the results.

The platform is built using a simple “click-n-go” approach. This

makes it easy and time efficient for anyone to prove the value of
Splunk on their own without needing a BVC by their side, IF they
choose to do it on their own.

This is how the BVC team addressed the most common challenges
I spoke about earlier. We’ll dive deeper into resources available
throughout the course of this e-learning.

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Welcome to Module 3 for the Introduction to Value Selling
eLearning.

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 Ready?
Let’s talk about who you should target when using value selling
techniques.

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 We always recommend a top-down approach starting with your
economic buyer, also known as an EB. That’s the decision-maker
within your customer organization who controls the budget and writes the checks for
new product purchases.

For example a CIO will typically be interested in cross-market segment use cases
which would include IT, App Delivery, Business Analytics, and possibly Security,
whereas the other economic buyers will be focused on their own use cases.

Of course the higher you can the better.

To help you open up doors, your BVC can present an overview of the Splunk Business
Value Program to your EB and engage into a consultative conversation to determine
the right combination of assessments needed to support their needs. This will help
you gain sponsorship from an EB and solidify your opportunity.

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This slide shows the typical personas and stakeholders that
economic buyers rely on to make their decisions, so it’s important
for you to develop relationships with these roles throughout the
lifetime of your account.

These stakeholders are tied to the most common and most

impactful value drivers.

Later in this e-learning I’ll cover the messaging you should use with
these stakeholders as well as targeted questions to help you
surface pain points associated with these high value use cases.

Surfacing the pain is really important, and we’ve got this laid out for
you using simple discovery questions. So let’s carry on…
Another key role in any success story is your Champion. You know
the saying “every deal, has a champion.” The question is whether
or not you KNOW them, you’ve MET them or you’ve HELPED them
with the account.

After all it’s their pain and ultimate performance improvement that
proves the value of Splunk

Helping them translate this into a presentation for their Executives

is what will open doors to expand your account through more use
cases.

Remember, as a Sales Rep, you can’t always be there to tell the

value story to decision makers.

But your Splunk Champions is and will socialize the value for you
because of their own motivators to grow in the business.

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Make sure you partner with a champion so you can help them sell
for you, even when you’re not there

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Welcome to Module 4 for the Introduction to Value Selling
eLearning.

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 Now, for module 4, let’s cover a simple approach to messaging the
value of Splunk to potential economic buyers and their
stakeholders.

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 In this module, you’ll learn the simple value drivers that exist for each “value center”.

The value for these is summarized on this slide for each value center.

IT Operations for delivering reliable infrastructure and application services to its end-users

Security for protecting enterprise data from harmful attacks

Application Delivery for releasing new business services in a timely manner

and Business Analytics for identifying new ways of improving business outcomes through
business insight

Splunk plays a key role in all these functions, so let’s go explore these 1 by 1…
First, let’s start with IT Operations.

There are 4 things that Splunk does very well to improve IT

operations:

1. Improve the detection of potential issues in real time. Splunk

can show you things in the environment before they even
happen so you can get ahead of the issue and solve it before
an outage takes place.

2. Accelerate triage of common issues using dashboards and

drill down capability. This allows 1st level staff, typically in a
NOC, to isolate a technology layer that’s most likely where the
issue is, rather than calling all hands to be on deck to
troubleshoot all layers.

3. Accelerate mean time to investigation, know as MTTI. This

happens when an issue has been escalated to 2nd or 3rd level

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 support. This often requires engineers to manually investigate
logs to determine what happened and how to restore the
service. Splunk helps them do this much faster with rapid log
search and correlations.

4. Get to the root cause faster and more consistently. After an

incident is closed, the root cause is investigated to determine
why the incident occurred in the first place and how to prevent
it from happening again.

• It’s very common to see teams abandoning root cause

analysis after hours or days of analysis. This is often due
to the complexity in technology layers that exists in their
environment or the amount of manual work involved in
analyzing the log file.

• On average 30% of problems go unresolved and are

likely to reoccur as incidents. Splunk helps to find these
root causes faster and more consistently using the same
rapid log search and correlation approach, so these
incidents don’t reoccur in time.

The sum of all parts here result in shorter and fewer incidents,
which in turn means more reliable services for IT, which is top of
mind for your VP Operations.

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 For IT Operations, I recommend you remember these 3 simple
value drivers.

Remember I mentioned that mean time to investigate is the

most import use case. This activity can be improved by 65% to
90%.

Also remember that root cause analysis combined with

improved monitoring helps to prevent recurring incidents. Our
customers have told us they’ve seen a reduction ranging from
15 to 45%

Combining fewer, and shorter outages with these efficiency

ratios leads to a reduction in business impact by 60% to 80%.
Fewer critical outages means a reduction in business impact.

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And lastly – our customers have told us the same data used for
investigation, is also used to improve capacity management for
servers and storage arrays. This can be achieved using Splunk to
monitor actual usage of these resources. Therefore, project teams
don’t have to worry about over-provisioning systems by fear of
running out of capacity, or uncovering under-utilized resources that
can be reallocated to new projects. This can lead to a reduction in
infrastructure costs per year by 5-20%, which can be a significant
savings.

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Now let’s talk about Security

This is the one area you might hear people say there is no ROI in
security. ROI doesn't exist there because security is really like
insurance, yet CISO’s still need to prove a payback against their
investments.

In this market space, the value gets quantified by shortening the

time between an actual threat and the time when it’s fully resolved.
The longer the gap is, the higher the risk is for a data breach.

It’s one thing to have an unhappy customer because they can’t

access a website, it’s a whole other level when that customer’s
credit card information is being stolen.

We actually did a study with a large engineering company that

builds airports and power plants.
They use Splunk to identify advanced persistent threats (or APTs).
They found that they were under attack from nation sponsored
espionage trying to steal plans for their own use, AND to steal the
bids for these massive projects.

What they did with Splunk is put together a “KILL CHAIN” and were
able to identify and STOP hundreds upon hundred of APTs.

But how can you translate the value of stopping APTs? Well, we
use industry standard benchmarks, like Ponemon Institute and
other comparable studies that give us the average cost per record
breached by industry. Applying these costs to the total number of
sensitive records that exist within an environment can lead to some
very high savings, and this approach has been vetted through
thousands of security business cases that have been endorsed by
CISOs.

The 4 value drivers here are very similar to IT Ops, so they’re easy
to remember:

1. Faster 1st level triage by the SOC

2. Faster deep dive investigation of incidents
3. Faster implementation of critical security controls for improved
alerting
4. Faster and more consistent audits through automated
dashboards

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Here are the numbers our security customers report.

60 – 90 % faster detection and triage of security alerts. Splunk can

automatically detect security patterns and quickly isolate security issues
by correlating thousands of alerts from security and non-security data
sources.

This allows real-time monitoring of known and unknown threats and

allows 1st level security teams to detect and research more alerts in less
time BEFORE an alert is declared a high priority event. This ultimately
improving the security stance and reduces the risk of successful attacks.

70-90% faster investigation of security incidents. Once an alert has been

declared a high priority incident, security engineers can rapidly
investigate the incident with access to centralized, historical machine

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data and fast search capabilities.

This allows security teams to see what happened, how the threat got in,
where intruders have gone, whether data was stolen, and whether it has
occurred elsewhere in the past.

Security teams are able to investigate more incidents in less time and
therefore reduce the risk of harmful attacks from succeeding.

For common notable events in which known steps have been established
for investigation and remediation, Phantom allows security teams to
fully or partially automate these steps to ensure instant responses are
carried out. This will further reduce the risk of harmful attacks from
succeeding. Since machines don't make mistakes when executing pre-
defined runbook procedures, and this will be achieved with less labor
costs.

Again here, very similar to IT Ops, the sum of all parts leads to a
reduction in data breach, fraud or intellectual property theft by 30-80%.
This is a metric that sparks a lot of interest, so to help you position this,
simply ask your CISO what % of their environment they think is
adequately monitored in real-time. The answer is likely to be around 60
to 70%. Say for example the answer was 70%, this means the
environment has a real-time visibility gap of about 30%. That’s the
visibility gap factor we can address with Splunk, which in turn, directly
reduces the risk by the same 30% factor. We give a range of 30-80% here
to account for different types of customers.

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And Now let’s talk about DevOps.

When speaking of Splunk with your DevOps customers, the key is

to focus on the time savings provided by Splunk. For DevOps, time
is money. Let’s go over the top 5 DevOps value drivers.

1. Faster response to business reports and dashboards

Making changes to applications, dashboards and reports with
traditional tools often involves a development cycle to capture
requirements, develop, test, and launch. With Splunk, dashboards,
reports, and alerts can all be created and modified on the fly
without having to build a database schema. This allows customers
to be more responsive to the business, saving time and capturing
business value with faster modification.

2. Faster test failure analysis and defect remediation

Splunk provides an end-to-end view when delivering applications.
This affords the Quality Assurance staff the ability to analyze test

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failures much faster so they can be routed to the appropriate
groups for remediation. For developers, Splunk provides access to
production and non-production systems and application logs so that
developers can easily search and analyze FUNCTIONAL,
PERFORMANCE and SECURITY defects and resolve these
FASTER than manual methods BEFORE an application is released
to production.

3. Fewer production escalations

Splunk helps developers stay focused on their primary job, which is
developing innovative services. This is achieved by providing
secure and instant access to important log files which are usually
NOT easy to access by developers. Additionally, with fewer and
shorter incidents (and more incidents solved by others in IT
Operations before escalation) they will spend significantly LESS
time researching and resolving production issues.

4. Faster time to market

Think about it.. If developers are spending less time investigating
application defects and less time responding to production
escalations, they’ll spend more time developing. This allows them
to meet or beat project deadlines getting key services and
application updates to market faster.

5. Increased release value

Once developers get their hands on Splunk, they naturally start to
cleanse application log files by inserting new tags which can then
be analyzed through Splunk. This allows IT and business users to
identify new innovative services quicker based on usage and user
trend analytics. This ultimately results in better alignment of IT with
business objectives and greater value from innovative projects.

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This slide shows you the 3 simple value metrics our DevOps customers
have reported to us.

The concept here is the same as IT Ops and Security, so by now I’m sure
you get the logic behind these numbers. I won’t go through each of
them, but I’ll offer a quick example for you.

We did a study where we helped the DevOps team of 300+

developers – they realized they could save 4 hours per week per
developer by reducing the amount of time it was taking them to
investigate transactional QA defects.

Prior to Splunk, they had to manually stitch together all the steps of
a transaction. Splunk was able to do that instantly for them. When
we fix problems in QA, we prevent them from surfacing in
production. We were able to save the developers a ton of time. This

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empowered them to produce better code, and thus create
increased reliability in production.

And yet again, the sum of all parts here results in 15-75% faster
time to market, but with better code, less defects, and even more
value out of each release.

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I know there’s a lot to remember, but when you take a step back
and look at the overall value drivers, you’ll find a lot of commonality.

Here’s a tip, anything that relates to investigation, analysis,

research is likely to be done 70-90% faster. This applies to IT Ops
incidents, Security alerts and incidents, DevOps defects and test
failures.

For your convenience, this single slides summarizes the key value
drivers.

Remember, Splunk can enable many different use cases. The

value drivers shown here are a simple summary of the MOST
IMPACTFUL use cases that drive the most value.

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Keep this slide with you everywhere you go and practice explaining
how these efficiencies are achieved.

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Before we move on, let’s review a few places outside of the
common use cases I just described. This will give you a brief
introduction to the value Splunk provides in the business analytics
space.

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Splunk can be used in so many different ways here. I’m going to give you
a sample of what we’ve seen.

With digital marketing, customers are able to analyze their marketing

campaigns in real-time, and adjust them quickly to get the best possible
outcome. This eventually leads to more online orders and bigger order
sizes.

With customer experience, we can see Splunk customers getting a better

understanding of THEIR customer’s experience by detecting failure
points, bottlenecks, dropouts. If you can detect when a visitor abandons
a page in your app or your website, you can determine why and improve
that page to retain that visitor.

With product analytics, customers get great insights on which products

are being purchased by which customers, in which locations, and any
other demographics data you might want to analyze. This helps them to
adjust their sights to drive adoption and usage, and really drive new

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market share through new offerings.

Finally, customers find value using Splunk to optimize their Business

Processes. We see this with Telco customers, where Splunk is used by
service help desk groups to increase tracking of customer orders and
exceptions. This ultimately drives significant efficiencies and better Net
Promoter Scores.

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Welcome to Module 5 for the Introduction to Value Selling
eLearning.

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 Now let’s talk about pointers on how to uncover pain points that related to these
value drivers.

This will help you qualify the value upfront so you can discuss these with your
economic buyer.

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For IT Operations, I recommend you explore these questions with
stakeholders.

These will help you qualify the pain and determine whether you
have a qualified opportunity for IT Ops on any given account.

These questions are directly related to most common use cases

that drive the HIGHEST value, and of course they relate to the
tools, data, benchmarks and methods used to quantify the value.

Remember that anything that comes up as highly painful in any of

these areas is a good sign for a positive business case ROI.

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Same concept applies to Security & Compliance. Simply discuss
these questions with these 3 roles to uncover and qualify potential
pain that Splunk can resolve.

Anything related to data exposure, undetected threats, lengthy

manual investigation, or lack of real-time visibility are indicators of
high value use cases, which you can then later Quantify to justify
an investment.

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And here we have the DevOps discovery questions.

Remember application delivery is mostly concerned with time-to-

market – hence these questions will help surface any time
consuming task that could be STREAMLINED with Splunk to
ultimately accelerate and improve the quality of application
releases.

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Once you’ve qualified the pain points and captured all the “high
notes”, you will be in a better position to approach your economic
buyer.

Module 2 of this e-Learning will provided additional tips on how to

uncover key objectives, so make sure to listen to that module
before having this conversation.

Once equipped with key objectives and actual pain points, you’ll be
able to choose the right value drivers which we covered earlier
when we talked about “Customer Value Benchmark”, and have a
conversation around the potential value that Splunk can offer.

Try to drive that conversation so it ends with an understanding that

more value could be gained by making their machine data more
visible and more useable across their organization. Leverage the
value driver benchmarks to help you show this.

You can then offer a VALUE assessment to help them understand

the value currently being realized OR the value that can be realized
with Splunk. These assessments only take 45 minutes per team
and will provide valuable insight to your economic buyer.

If your economic buyer is new to Splunk and seems skeptical about

the possibility of realizing these value drivers, in other words they
may be expecting a more prescriptive approach to ensure their
success, then offer a prescriptive maturity assessment.

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Welcome to Module 6 for the Introduction to Value Selling
eLearning.

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Of course your customers will ask for referenced accounts. You can get those from
Splunk.com and the internal BVC PWNY Portal page, but for your convenience, here
are a few you can use.

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 Let’s start with IT Operations

These are the types of benchmarks and real examples that you can use
with customers to help explain the business value obtained with Splunk.
Of course benchmarks and percentages are great, but if you can show
real customers and real proof points, that’s even more powerful.

Here are some success stories with name-brands from existing

customers who have told us their stories, and told them to us in a public
forum.

Tesco, a retail store in the UK, reduced MTTR by 95% and they reported
a reduction of time to resolve their escalations by 50%.

Take a look at Autodesk, they realized 80% faster MTTI, that’s 80% faster
investigation.

And Cars.com – using Splunk to monitor their server capacity, they were

40
able to repurpose servers and avoid $200k in infrastructure costs. Now
this number might seem low, but image if you have an account with
1000s of virtual and physical servers, this number would be much larger.

Folks - these are real numbers! Real customer success stories with
Splunk! We make sure that when we deliver the content to you, you not
only have the percentages of improvements and expectations, but that
you have real defendable customer examples.

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What customer success stories do we have in the DevOps space?

Well here we see four. Tesco shortened their development cycles by

30%. 30% less time to develop software and get it out of the door. That
helps you be very very competitive.

And White Pages, they reduced reporting time by 88%... That’s right
88%!

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Finally, here are some examples of customers that have achieved
efficiencies with Splunk in the security space.

Interac was able to streamline tasks involving lengthy log reviews and
repurposed $500K of staff allocation to higher value activities.

And SaaS company used Splunk to reduce fraud and abuse of their
software by 50%, which we know can lead to millions of dollars per year
in savings.

Verisign was able to reduce compliance reporting time. Compliance is

something we have to do and it requires gathering data from a lot of
places. They were able to reduce theirs by 80% for SOX, SAS-70, and PCI.

42
Welcome to Module 7 for the Introduction to Value Selling
eLearning.

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You might be wondering if Value Selling can help you compete. Well the answer is
absolutely YES!
Let’s examine this briefly.

44
Let me say that our BVC program is one of the best programs in
the industry. Our methods and tools are simple to use yet they
deliver amazing content and have been vetted for many years with
Splunk customers.

The quality of deliverables you can produce using our methods and
tools are second to none, and by far surpass our competitors.
Simply introducing your economic buyer(s) to our Business Value
Consulting Program will earn you points and likely displace
competitors.

45
Welcome to Module 8 for the Introduction to Value Selling.

46
For the last module of this e-learning, let’s cover the resources that are at your
disposal for value selling at Splunk.

47
The key is to engage early. The BVC team is not as effective if
they are brought in last minute at the end of the sales cycle.
Therefore, engage the BVC team early so they can help you along
the journey.

You should be aware of the ALEAR model that covers the standard
customer engagement phases which are:

Attract. Land. Adopt. Expand. Renew.

Our BVC program can help you drive the following activities using
the following tools/methods:

1. For mid to large opportunities, your BVC can help you deliver an
overview of our program with a focus on relevant value drivers
based on the qualified pain you’ve uncovered. This will help you
gain the sponsorship from an economic buyer.

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2. To help you LAND a new logo or a new department, you can
engage with your BVC for mid to large opportunities. If you prefer
face the LAND journey on your own, the following tools can also be
utilized on your own using our self-service platform.

• IVA LITE to help you build a business case analysis with

benefits and ROI. this gives you a CxO-ready business case. It’s
easy, fast and generates a comprehensive PowerPoint automatically!

• PVP to help you deliver a prescriptive maturity assessment.

This is especially important for executives who need a
value realization strategy with prescribed sequence of use
cases, capabilities, data sources and Splunk apps based
on maturity of key services.

• TCO Deployment if your economic buyer is open to a

Cloud vs. on Premises discussion

• DSA to help you deliver a Data Source Analysis, typically

delivered by SEs to quantify the size of daily data and the
data overlap factors between groups

3. The same methods and tools can be used during the EXPAND
and RENEW phases to help you address potential obstacles

• an IVA if your economic buyer needs to see the value

currently being realized before expanding or renewing

• a PVP if your account is locked and needs a more

prescriptive approach before they agree to expand or
renew

• a Migration TCO for executives interested in qualifying

costs savings with a move to subscription

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I’ve mentioned several times that our methods and tools can either
be delivered by a BVC, typically for larger opportunities, OR they
can be delivered on your own using our self-service platform.

The BVC team has been hard at work creating tools and
documenting success to make proving value easy! We invite you to
self service and use the value tools by logging into the online tools
shown here.

Just to note,
Partners also have access to the IVA, PVP and DSA via the Splunk
Value Platform. Partners can find the SVP on the Partner
Enablement Portal.

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Here’s another perspective on what we’re doing with our Splunk Value Platform.

We’re basically digitizing all of our field knowledge into a single platform that can be used to answer
the most common and relevant questions to improve the sales process and our customer success.

This platform is really paramount to scaling our business, enabling field resources to do more without
having to rely AS MUCH on BVCs or specialist or SMEs, so it’s important that everyone get on board
with this platform.

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Finally, you can find more information on the IVA Lite, DSA and
TCO referred in this e-Learning by going to your Enablement
Portal. There are also links to all this content through the Business
Value Consultant PWNY Portal page.

In addition, to get familiar with how these tools work, we’ve built
several self-paced tutorials that you can take at your convenience.
Simply visit the your Field or Partner Enablement Portals, and find
the tutorials that represent what you want to achieve.

For real-time questions, use our Slack Channel #BVC.

So please don’t wait. Start using the tools and enablement content
right away!

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For complex engagements, you can submit an “I need help’ request
on SFDC. This will create an SESR. For more information on
creating a corporate SESR, check out these step by step
instructions on the PWNY Portal:
https://splunk--
simpplr.visualforce.com/apex/simpplr__app?u=/site/aCa0b0000004DKRCA2/page/aC
U0b000000k9bSGAQ

To access the links in this course, be sure to download the PDF

attachment in the ‘Downloadable Content’ area.

52
Value is what we sell at Splunk, and if you learn how to do this well,
you’ll definitely be successful.

We’ve seen customers expanding the scope by 2, 4, even up to 10

times.

The key is to get Splunk in the door and start proving business
value to the technical teams in their daily tasks.

Then partner with your champions to create a presentation to show

the value Splunk delivers. Present that to the executives and take
the account to the next level by showing the potential value in the
next business case.

Here we see how delivering a value assessment helped to

circumvent roadblocks and accelerated budget approval by 6
months

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and this customer who couldn’t wait to get to the next level
increasing their license by 10x, from 200GB to 2TB.

Now let’s really think about this. We’ve taken the customer from a
200GB license to 2TBs. That’s powerful, but we can also
ACCELERATE the value by six months.

I can take money from some other project and push another vendor
out into next year’s fiscal year.

Now that’s very exciting when you think about selling any solution.

When you have the power of Splunk and the value it generates,
you can grow your business and deals, then speed them along.

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Let’s now conclude this course with some final key learning points.

First, proving business value helps you sell to NEW accounts

AND expand existing accounts.
Remember that 95% of buyers require financial justification, and
81% of those buyers expect YOU to deliver a business case.

Remember your Splunk Value Drivers and keep them handy

They are based on many years of working with customers and they
show the value ranges as expressed by over 4,000 customer
engagements, on the use cases that drive the MOST value. They
will help you link Splunk to key pain points and help you align with
your economic buyer’s objectives.

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Finally, leverage the Business Value Consulting program
either by engaging your BVC or by using the tools yourself
The business value consulting team has been hard at work creating
tools and documenting success to make proving value easy! We
invite you to self service and use the value tools as much as
possible. You can also go to your enablement portal for additional
training and tips.

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Thank you for completing this training, and happy selling!

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