VMware vSAN HCI VS. All-Flash SAN - An Operational Analysis
Campaign Type : Telemarketing – BANT Campaign
Geo : The state of California, State of New York, State of Texas, State of Florida, State of New Jersey, State of Pennsylvania, State of Ohio, State of Illinois, State of Massachusetts, State of Michigan
Company Size : 100+
Industry : All
Job Titles : CIO, Chief Information Security Officer, Chief Security Officer, Virtualization Infrastructure Admin, IT Manager, IT Director, Director/VP of IT Operations, Director/VP of IT Infrastructure, Director of Applications, IT Architect.
Custom Question 1 (Budget): Do you have the budget approved, or have you submitted a budget for approval? (Both accepted)
• Yes
• No
Custom Question 2 (Authority): Are you responsible for your data center and IT operations? (Only Yes accepted)
• Yes
• No
Custom Question 3 (Need): Do you have a specific IT needs that VMware can help you solve? (Only Yes accepted)
• Yes
• No
Custom Question 3 (Timeframe): What is the timeframe to purchase a networking solution? (Should be within 12 months)
• 0 – 3 months
• 3 – 6 months
• 6 – 12 months
Objective: Bringing awareness about VMware vSAN-based HCI environment solution that has lower management costs than a traditional IT architecture.
Challenge: The limited allowed geography created challenges to generate leads on this campaign. The quality drops off were more as we only delivered high-quality BANT leads considering the cut off ratio for people to buy this product was less we had to train our team accordingly.
How we did it: Pieces of training were conducted by the Training manager to ensure we get good qualified leads to cross the breakeven point. We used the data which we’ve built in the past with direct numbers that helped us to successfully deliver with C, VP, Director level contacts and others too. We had 3 SWAT (The team which mostly works on complex campaigns) teams work on this campaign rather than dialing on different campaigns. Ample data was provided to the team to make sure they do not have to waste time in contact discovery since the target geo was limited. This increased productivity helping us achieve the numbers.
Conclusion: As we had our reps trained on the specific product the agents were able to relate with prospects over the phone helping us generate Sales Ready Leads. Our 3 tier quality procedure made it possible to deliver high quality leads to the client helping them achieve higher conversions.