Technical Pain Points
Basic question to uncover legacy challenges.
“Are legacy systems limiting performance or flexibility today?”
Understand project timelines.
“What’s your target date for making changes or improvements?”
Uncover budget constraints.
“Are there any budget limits we should be aware of early?”
Polite way to say design is “outdated”?
“Your setup worked, but modernizing with Nutanix could simplify and boost performance.”
“We already have a solution.”
“What would you improve about your current setup if you could?”
What’s a polite way to ask about “unspoken” project risks?
“Are there any concerns or challenges we haven’t discussed yet?”
Follow-up about application performance.
“How are current workloads performing — any bottlenecks or downtime?”
Ask about decision process.
“Can you walk me through how decisions like this are made here?”
Ask how projects are funded.
“How are infrastructure upgrades typically funded — CapEx, OpEx, or both?”
Suggest the infrastructure won’t scale.
“Scaling this design may lead to complexity or cost — Nutanix can scale linearly and easily.”
“Our team isn’t ready for this.”
“What skills or resources do you feel are missing today?”
Uncover past vendor frustrations.
“Have past solutions or vendors fallen short in any areas?”
Uncover scalability limitations.
“What challenges do you face when trying to scale compute or storage?”
Identify approval bottlenecks.
“Have you seen any delays or blockers in similar projects?”
Understand buying cycles.
“When do budget reviews or fiscal cycles typically happen?”
Introduce security risks.
“Legacy environments often lack zero-trust or microsegmentation — Nutanix can help there.”
“This seems too complicated.”
“Would a simpler, integrated solution like Nutanix ease that complexity?”
Reveal power struggles in the buying group.
“Who else is involved in this decision that we should consider?”
Reveal integration roadblocks.
“Have you experienced issues integrating with cloud or newer platforms?”
Uncover decision influencers.
“Who else helps shape or influence technology choices?”
Uncover hidden budget stakeholders.
“Is there anyone else involved in financial approvals we should engage?”
Cloud migration flaws.
“We see lift-and-shift approaches struggle. Nutanix offers hybrid flexibility with less risk.”
“We want a huge discount.”
“Let’s explore the total value and potential cost savings Nutanix could offer.”
Identify personal motivations.
“What would success look like for you personally in this project?”
Identify compliance/security risks.
“Are there concerns about meeting security, compliance, or audit requirements with the current setup?”
Discover competing priorities.
“Are there other projects competing for budget or attention?”
Respond to “this is too expensive.”
“Can we explore the TCO, including how Nutanix may reduce long-term costs?”
Customer says 10-year-old servers are “fine.”
“They work now, but newer Nutanix nodes would reduce risk and improve resiliency.”
Won’t disclose decision makers.
“Who typically approves solutions like this when the time comes?”
Discover preferred vendor influence.
“Is there a solution or vendor already favored by your team or leadership?”