What was the situation?
Whilst a dominant player in virtualisation, VMware realised that they had to diversify revenue streams via product lines that were new to the market as well as penetrate the NEMEA market more effectively. Their go-to-market was in infancy with regards to new core product lines such as compute, cloud, networking, security and digital workspace.
Clarify worked with VMware to create a new go-to-market strategy, aiming to transition from predominantly transactional/tactical buying cycles (sub $100k) to a strategic view, engaging with high-level stakeholders at an enterprise level who are looking to support business-wide objectives.
What did we do?
Using advanced targeting, messaging and intelligent discovery we assessed a number of accounts that had historically been low-yield or had suffered from under engagement to understand the opportunities and propensity to make future investments. In addition, through close collaboration with the VMware business, Clarify continually assessed their pipeline to understand where deals had stalled or lost traction; a course of action was then agreed to revisit these deals and re-engage effectively. By combining our first and third party data, messaging expertise and engagement activities these deals are now significantly progressed and will be dropping into revenue in the coming quarters – with many more to come.
WHAT DID THEY SAY?
“The team at Clarify have been invaluable with helping map organisational structures gather strategic information and in booking meetings with senior stakeholders in my accounts. They operate very much as an extension of my team and are key to the success of previously untapped accounts.”
Enterprise Account Executive