T E S T I M O N I A L
WHAT OUR CLIENT SAYs
"WE’VE ACHIEVED MORE IN 4 MONTHS WITH THE INFLUENCE CAMPAIGN THAN IN THE 2 YEARS BEFORE THAT, WITHOUT ONE."
T H E C H A L L E N G E
VMWARE HAD BEEN ENGAGED IN THIS PUBLIC SECTOR CUSTOMER FOR SEVERAL YEARS, BUT THEIR RELATIONSHIPS HAD ALWAYS BEEN CONTAINED TO THE INFRASTRUCTURE TEAM. THIS MEANT VMWARE WEREN’T ENGAGED WITH THE FULL BREADTH OF THEIR CAPABILITIES –BUT IF THEY WERE IT WOULD SAVE THE CUSTOMER SIGNIFICANT AMOUNTS OF ANNUAL IT COST.
Applied Influence were engaged to help VMware change the customer’s perception of VMware from a legacy infrastructure supplier to a leading, innovative technology brand, enabling the customer’s adoption of broader VMware capabilities and to ultimately drive £millions in cost savings.
ISSUES TO OVERCOME INCLUDED:
T H E S O L U T I O N
WE SUPPORTED THE ACCOUNT TEAM USING AN INFLUENCE CAMPAIGN WHICH ENABLED EFFECTIVE INFLUENCE OF THE COMPLEX STAKEHOLDER LANDSCAPE, DRIVING SUCCESS FOR BOTH VMWARE AND THE CUSTOMER.
T H E O U T C O M E
VMWARE GAINED A DETAILED UNDERSTANDING OF THE CUSTOMER’S HIGH-IMPACT STAKEHOLDERS, AND BUILT STRONG, KNOWLEDGEABLE RELATIONSHIPS WITH THEM.
VMWARE’S TANZU PRODUCT ACHIEVED HIGH VISIBILITY WITHIN THE CUSTOMER AS AN INNOVATIVE, RELEVANT SOLUTION.
VMWARE’S SALES TEAMS BECAME HIGHLY CONFIDENT THAT TANZU COULD DELIVER A TARGETED SOLUTION TO RESOLVE THE CUSTOMER’S CHALLENGES.
As a result, the next round of contract renewals included licences for VMware Tanzu bringing forward pipeline revenue by 9 months.