We worked with VMware to create and deploy a new Playbook, the Customer Reactivation Power! Play. This play, was created very specifically to re-activate customers that had stopped purchasing from VMware.

This generated $3,159,915 in net new pipeline.

The play resulted in almost $40 million dollars in net new business for VMware and its partners, with an ROI substantially higher than 20:1

Based on the history of results, we knew we had the right strategy and the right partner for this global initiative,” said Yvonne Wassenaar, Vice President of Global Sales Transformation. “Rather than running plays as one-off events in each region, we are leveraging Coaching in the Cloud Power! Plays to build a global prospecting culture and transform how our sales force identifies net-new opportunities for our expanding portfolio of products and services.”

Inside and Field Sales in the Americas are working on a Tier 1 virtualization play. The first plays in Phase 1 have completed phase 1, and the results once again ran true to form. These Plays have yielded:

“This process succeeds at institutionalizing the just-in-time needs and practices of sales training, resulting in an average connect ratio of 25%, conversion ratio of 65%, and 20 to 1 or better return on investment. There is simply nothing else like it for refocusing the entire team on prospecting, uncovering net new opportunities, boosting CRM adoption and driving revenue.”