VMware Account Expansion: Engaging the Install Base
Brian Sullivan, VMware & Frank Burns, Kronologic
About this talk
As an innovator in virtualization and cloud solutions that has already saturated much of the enterprise, VMware has an opportunity to add more value for its customers by expanding the work they do together. But how does a global provider with a variety of custom services approach the puzzle of matching customer needs and growing relationships?
In this talk, Brian Sullivan from VMware will dig deeper into this puzzle and the role of process, automation, and measurement in driving scalable success.
Frank Burns from Kronologic will host and explain the campaign work that Kronologic and VMware did together to increase opportunities for the VMware Customer Accounts Team.
- Customer account data drove targeting and timing for Propensity Leads
- Invitations to account reviews are crafted in terms of value to the recipient
- Calendar automation removed a specific bottleneck in the account growth product
- VMware will continue to apply this approach to different sales motions, departments, and regions.
Join us with your questions and comments for an impactful talk!