Walk thru:

Customer Scenario Cards

Customer Scenario Cards are a great tool to help you prepare for conversations with prospects,
customers, and partners.

Use Customer Scenario Cards to become familiar with common customer challenges that can
be solved with the Veeam Platform solution and learn how the customer talks about these
challenges in conversations.

Each Customer Scenario Card has the following information:

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1. Customer Scenario defines the overall pain point or challenge of the scenario.
2. Scenario overview provides the details of the pain point(s).
3. Persona defines WHO is likely to face the challenge.
4. Feature/Product defines the WHAT with the Veeam feature or product that can be positioned to help overcome this challenge.
5. Key selling points provide you with a snapshot of HOW to position the Veeam feature or product.
6. Trigger words/events are WHAT you may hear from your prospect or customer when they are faced with this challenge.
7. Hurt provides questions you can use in a conversation about this pain point or challenge to learn more.
8. Rescue provides questions you can use in a conversation about this pain point or challenge to help position the Veeam feature or product as a solution.

You can find Customer Scenario Cards for common scenarios by visiting the Pro Partner Portal: https://propartner.veeam.com/