Professional Documents
Culture Documents
VMware Vsphere With Operations Management Launch Playbook PDF
VMware Vsphere With Operations Management Launch Playbook PDF
VMware Vsphere With Operations Management Launch Playbook PDF
Solution Providers
VMware vSphere with
Operations Management
August 2013
Table of Contents
Partner Opportunity. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
Learn . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5
Market . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7
Sell . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
Appendix. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11
V S P H E R E W I T H O P E R AT I O N S M A N A G E M E N T L A U N C H P L AY B O O K / 2
Opportunity
Learn
Market
Sell
Appendix
Launch Overview
vSphere with Operations Management offers the worlds leading
virtualization platform with insight to IT capacity and
performance, and is designed for running business critical
applications at high service levels. By providing insight to
workload capacity and health, customers achieve higher capacity
utilization, consolidation ratios, and hardware savings. Gaining
visibility into performance bottlenecks and leveraging
recommendations for problem resolution allows customers to
understand the full impact and root cause before the entire
business is impacted. As a result, customers ensure application
performance and health, while significantly reducing the amount
of time spent on troubleshooting problems.
Easy to sell: vSphere with Operations Management sells exactly like vSphere (per CPU)
Deliver more value: Provide customers with with vCenter Operations Standard capability as they start their virtualization journey
V S P H E R E W I T H O P E R AT I O N S M A N A G E M E N T L A U N C H P L AY B O O K / 3
Opportunity
Learn
Market
Sell
Appendix
Why?
How?
Earn an additional 5% up-front discount with advantage+ Accelerator on eligible vSphere Data Protection or vSphere with
Operations Management licenses. (Now through December 31, 2013).
Infrastructure Virtualization Competency partners can earn 5% Solutions Rewards for selling vSphere with Operations
Management or vSphere Data Protection.
Business Continuity Competency partners can earn up to 20% Solutions Rewards for vSphere Data Protection sales and
Management Competency partners can earn up to 20% for selling vSphere with Operations Management.
V S P H E R E W I T H O P E R AT I O N S M A N A G E M E N T L A U N C H P L AY B O O K / 4
Opportunity
Learn
Market
Sell
Appendix
Learn
Sales
Technical:
Im in Sales (VSP):
Recommended
Additional
Training
Resources
vmLIVE Recordings
Partner University TV
Recorded Videos
V S P H E R E W I T H O P E R AT I O N S M A N A G E M E N T L A U N C H P L AY B O O K / 5
Opportunity
Additional
Training
Resources
Learn
Presentations
Market
Sell
Appendix
Additional
Training
Resources
Presentations
Apple Store
Google Play
V S P H E R E W I T H O P E R AT I O N S M A N A G E M E N T L A U N C H P L AY B O O K / 6
Opportunity
Learn
Market
Sell
Appendix
Market
Website in a Box
Event in a Box
Showcase VMware products on your website, with VMwares content syndication platform from
SharedVue. Its quick and easy and SharedVue will walk you through how to add a few lines of code
to your website and get going right away.
Receive high quality leads from prospects that access VMwares free vSOM evaluation software
through Website-in-a-Box. Fun fact 37% of prospects who download evaluation or trial software
eventually purchase. These VMware evaluation software leads only available via Website in a Box
Website-in-a-Box will have a refreshed look and feel, along with updated product content on October 15.
V S P H E R E W I T H O P E R AT I O N S M A N A G E M E N T L A U N C H P L AY B O O K / 7
Opportunity
Learn
Market
Sell
Appendix
Sign up for Website in a Box. Syndicate content on your site, and generate and follow up on leads
Generate
Awareness:
Go social by accelerating your online reputation with social media syndication. With this tool,
VMware provides industry and VMware solution-specific content including vCloud Suite that you
can post automatically to your social networks, making it easy to keep up your social channels.
Visit http://vmware.zift123.com and activate your free account.
Run the People Like You GRID campaigns targeting your customer and prospect lists. Follow up
on your leads and consider inviting those who responded to a live event.
Drive
Demand:
Plan an Event in a Box in your region to customers and/or prospects. Consider inviting those who
recently downloaded content from your website in a box, or interacted with your GRID campaign.
Dont forget to promote your event within your social media tools if appropriate
Follow up on your leads in a timely manner, especially those you consider hot leads. Nurture
prospects not yet ready
Create
Opportunities &
Close Business:
North America: if applicable, join a National Prospecting Day. Use customers and prospects who
responded to one or more of the activities above as a priority calling list to convert interest into
pipeline and revenue
EMEA: VMware Call Out Day in a Box (CODIAB) helps partners to accelerate the sales process and
to build a pipeline for a solution area. The CODIABs include call scripts, customer facing emails and
presentations, promotion sheets, enablement presentation and more.
If you have questions about these programs or need help executing them, the Partner Marketing Bureau
is at your service. For Premier partners, contact your Partner Marketing Manager. All other partners
can contact their local Partner Marketing Bureau here.
Digital GRID Campaign: People Like You (available now) and New Era, New Thinking (Coming end of September 2013)
www.vmwaregrid.com
V S P H E R E W I T H O P E R AT I O N S M A N A G E M E N T L A U N C H P L AY B O O K / 8
Opportunity
Learn
Market
Sell
Appendix
Sell
Sales Tools
Selling vSphere with Operations Managementinto your
existing vSphere customer base or into new customer bases
is made easy with partner-facing and customer-facing sales
tools, plus key information on rewards and incentives. Looking
for a good starting point? Check out the vSphere with
Operations Management SMB Fight Plan to learn about use
case and value proposition, and how to best position this
offering. Then use additional tools, customer promotions, and
assets to sell the solution.
Description
Action
Sales Enablement
Module
Sales Enablement
PPT
Value Prompter
Cheatsheet
Prospecting Guide
Use this one-pager for pre-call preparation and to address frequently asked
questions during the call.
Pricing and
Packaging
Cheat Sheet
V S P H E R E W I T H O P E R AT I O N S M A N A G E M E N T L A U N C H P L AY B O O K / 9
Opportunity
Learn
Market
Sell
Appendix
Description
Action
Customer
Presentation
This presentation can be used during customer discussions to help guide the
solution conversation.
Customer-ready
email
Video
Download Assets
Description
Action
Promotions one
pager
Reference this for the for the latest VMware incentive and promotion information
Current
Promotions
Additional Information
V S P H E R E W I T H O P E R AT I O N S M A N A G E M E N T L A U N C H P L AY B O O K / 1 0
Opportunity
Learn
Market
Sell
Appendix
Appendix
Opportunity
Partner University
Partner University TV
GRID
Website in a Box
Event in a Box
Sales Bytes
Promotions Application
Learn
Market
Sell
Sales Tools
vSphere with Operations Management SMB Fight Plan
Sales Enablement Module
Sales Enablement PPT
Value Prompter Cheatsheet
Prospecting Guide
Pricing and Packaging Cheat Sheet
Customer
Customer PPT
Customer-ready email
Video
Promotions
Promotions One Pager
Promotions Application
VMware, Inc. 3401 Hillview Avenue Palo Alto CA 94304 USA Tel 877-486-9273 Fax 650-427-5001 www.vmware.com
Copyright 2013 VMware, Inc. All rights reserved. This product is protected by U.S. and international copyright and intellectual property laws. VMware products are covered by one or more patents listed
at http://www.vmware.com/go/patents. VMware is a registered trademark or trademark of VMware, Inc. in the United States and/or other jurisdictions. All other marks and names mentioned herein may be
trademarks of their respective companies. Item No: vSphere_with_Operations_Management_Launch_Playbook_Aug2013
07/13