After a meeting with a new prospect to demo Nutanix for a Splunk opportunity, the...

Qualifying a POC (Proof of Concept):

The initial goal is to understand the specific requirements and expectations of the prospect.

This helps in designing a relevant and focused POC that addresses the prospect's needs directly.

Reason for Asking About Evaluation Plans:

Identifying the specific aspects of Nutanix they wish to test ensures the POC is relevant.

It allows tailoring the demo environment to closely match their production environment or test scenarios.

This question also uncovers the prospect's priorities, such as performance, ease of use, scalability, etc.

Alternative Questions:

Other Solutions: This might come later to understand the competitive landscape but does not help in designing the POC.

Project Budget: Important for project feasibility but not immediately necessary for qualifying the need for a POC.

Splunk Version: Relevant for technical compatibility but not for initial qualification.

References:

Nutanix presales best practices and qualification guidelines.