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

Material Components
 Pipeline Planning Strategies
Target Interaction Tactics
Interaction
  • Integrated sales and marketing cadence
  • Custom electronic mar/com touches and offers
  • Custom PlayBook
  • Custom dashboard and weekly metrics
  • High-Value Propositions
  • Motivational Offers
  • Strategic Alliance / Partnership roles
  • Success metrics and tools
  • Marketing collateral & messaging
  • High Probability Target (HPT) profile
  • High Probability Contact (HPC) profile
  • TalkTrax and sales messaging
  • Customer Case Examples & Success Stories
  • Contact Matrix
  • Field Work Exercises
  • Skill Plays Actions
  • Group discussion
  • Coaching and Feedback
  • Immediate practical application