Success Story:
The Customer:
VMware is the industry leader in Virtualization Technology. In less than 10 years, the company grew from $0 to over $2 billion in annual sales and became the market leader with the greatest amount of Virtualization market share. VMware offers a wide range of award-winning virtualization products, from free software for virtualizing desktops and servers to comprehensive enterprise-class platforms for optimizing data centers and IT infrastructure. VMware’s broad and proven suite of virtualization solutions addresses a range of complex challenges facing IT organizations, including Server Consolidation & Infrastructure Optimization, Business Continuity, Software Lifecycle Automation, and Enterprise Desktop Management. With more than 100,000 customers, including all of the Fortune 100 companies, VMware is one of the world’s fastest-growing technology companies.
The Challenge:
- Encroaching competition
- Inconsistent prospecting execution
- Multiple channel partners
- ROI Measurement
The Solution:
- Integrated sales and marketing cadence
- Custom electronic mar/com touches and offers
- Custom PlayBook
- Weekly coaching, best practices, and cadence management
- Dedicated weekly prospecting and selling time
- CRM enablement and integration
- Custom dashboard and weekly metrics
The Breakthrough:
- Generated nearly $40 million in net new business
- Licenses = $7,800,000
- Servers = $21,700,000
- Storage = $9,250,000
- ROI is 25 x 1 per play or higher
- ALL travel costs have been eliminated
- Increased the number of customer contacts
- Maximized sales and marketing force productivity.
Skill Areas and Business Processes Impacted |
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Material Components |
Pipeline Planning Strategies |
Target Interaction Tactics |
Interaction |
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| Sales Success Stories: |
| Dell |
| VMware |
| Medtronics |
| Mustang Power |
| Bayer |
| Sun Microsystems |
