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. .