Prepare yourself and your customers for VMware's next major launch, coming on Feb. 2.

John Gilmartin's SDDC Launch Overview Video

Feb. 2 Online Launch Event. Invite your customers to register!

Launch Readiness
Q1 2015 Launch Overview (REPLAY)
Q1 2015 Launch—vSphere Technical Overview (Feb.16, 8:00-9:00 a.m. PDT)
Q1 2015 Launch—Software Defined Storage Technical Overview (Feb.19, 8:00-9:00 a.m. PDT)

Products and Solutions on Vault
vSAN (updated on 2/2)
vSphere (updated on 2/2)
Software Defined Data Center

NEW: NSX Customer References

Check out these two significant joint VMware Field and Partner engagements—Johnson & Johnson and PNC Financial. Both of these are great stories that showcase how we can utilize our partners to augment and supplement VMware resources to win complex deals and create customer value. Please take a look and learn how you might apply these best practices to some of the customers and partners with which you’re working.

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We’ve seen tremendous progress around the Power Play initiative kicked off in 2014 to align our go-to-market efforts for our transactional business. For 1H ’15, we’re going to continue with 3 of the 4 plays from last year – vSOM, vSAN and vCloud Air Disaster Recovery – and add sales accelerators for each play to sweeten the deal for you. Reps selling Power Play products could see up to 20% uplift with the attached sales incentives. (Note: Horizon 6 has been taken off the play list due to longer sales cycles, which doesn’t meet Power Play criteria.)

In addition, we will continue leveraging the vSphere Optimization Assessment (VOA) as a focused try and buy program for objection handling. The Power Play home page on Vault has been updated with all of the latest content, tools and programs to support the plays.  Vault Page, Video

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For the last 18 months, a cross-functional team from Business Operations, Deal Desk, Legal, Revenue and IT has been engaged in the design and pilot of a new Enterprise Contract Management System (ECMS) tool in support of VMware’s growing ELA business. After a successful cross-GEO pilot in Q4, the new system is ready and will be launched globally on January 23rd.

What does this mean to you?

• Deal Desk will continue to be the point of contact for ELA contracts, but the document will have a slightly different format as a result of the automated contract generation capability.
• Approval requests will continue to be received via Outlook email, but will have a different format as they will now be facilitated by the workflow automation in ECMS. 
• ECMS will track contract status and be linked to the VMStar opportunity, enabling visibility to contract status in either system.
• Sales management will have real-time visibility into volumes and status of ELAs by region via ECMS dashboard and reporting capabilities.

We are excited about this robust tool we have built and trust that you will be as well.  Please contact your Deal Desk or Legal representative if you have any questions, comments or suggestions. To receive updates, join our ECMS-ELA Socialcast collaboration group.

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Thank you for making the ELA Preferred Pricing Program Rebate Promotion such a success in 2014. The positive results and feedback from partners made it an easy decision to continue the momentum and extend this into 2015, making it a full-fledged benefit within the ELA Preferred Pricing program. 

Our partners’ expertise and customer relationships continue to play a crucial role in our success as we present new solutions in a very competitive market. The ELA Preferred Pricing Program 3% Rebate is designed to motivate our partners to bring us new ELA opportunities. Details here

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Don’t forget to check out the new Field Resource Guide, which is a global reference tool providing answers to the most common areas in which Customer Advocacy receives requests. This guide acts as a one-stop shop for VMware sales to quickly locate & contact the internal support team that will assist in resolving the issue at hand.  Please reach out to Customer Advocacy if you need additional information. Access tool

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