VMware has led the market in virtualisation and cloud computing technologies over the last decade. But, with emerging models for designing and deploying modern applications, in addition to software-defined networking and new models in security provision, VMware recognised that it had a strong story to tell to specific vertical markets.
Recent technology acquisitions combined with pioneering new architectures could be fused to create new capabilities. New visions for accelerating and securing digital transformation were now possible – but the problem was a lack of resources that formalised these new possibilities. Sales teams were unable to articulate the value of these ‘future states’, let alone the specific benefits to the business in key segments.