You are on an initial sales call with a customer, discussing virilization. What should you know by the end of the call? {Select two.)

Question

Options

• AThe customer's high-level IT environment/architecture
• BThe issues the customer is trying to solve
• CHow the customer generates profit g the customers annual gross revenue
• DThe customer's floor space needs for locating a server cluster

• A
  14% (6)
• B
  79% (34)
• C
  7% (3)

Explanation

On an initial virtualization sales call, options B and D are correct because the primary goals are understanding why the customer needs a solution and what physical constraints they're working with. Knowing the issues they're trying to solve (B) drives the entire conversation - without this, you can't tailor a relevant solution. Understanding floor space needs for a server cluster (D) is directly relevant because virtualization's core value proposition is consolidating physical hardware, so knowing their current footprint reveals the scale and urgency of their need.

Why the distractors are wrong: Option A (high-level IT architecture) is important but belongs in a deeper technical discovery session, not the initial call. Option C (how the customer generates profit/annual gross revenue) is a financial detail that doesn't directly inform a virtualization recommendation at this stage.

Memory tip: Think "Pain + Physical" - on the first call, uncover their pain points (B) and their physical infrastructure scope (D). Everything else (architecture details, financials) comes in later conversations once you've established the core problem.

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