Download Program Guide - VMware

home
General
Information
Agenda-at-a-Glance
& Campus Maps
Conference
Highlights
General Sessions
& Spotlight Sessions
Breakout Sessions
& Group Discussions
Partners
Hands-on
Labs
Solutions
Exchange
partner track
Monday
10:30 – 11:30
PAR2437 State of Renewals:
Accelerating Partner Success
Technical Level:
Speaker(s): Bryan Cox, VMware, Inc.
HALL 8, LOWER LEVEL | room G1
Customers around the world have had to adapt
their business due to changing economic
conditions. Their businesses have changed,
their business needs have changed and there
is tremendous opportunity for partners to
greatly increase revenue by making a few simple
modifications to the selling approach. This session
will cover four key areas:
1. State of renewals business
2. Value selling SnS
3. ARM (attach, renew, multiyear) yourself for
increased revenue
4. Exploring revenue-generating opportunities
Learn how VMware has evolved its renewals
business and where we are focused for 2012.
You’ll hear about the improvements we’ve made,
tools we are developing and investment plans we
have to make renewals a better experience for our
partners and customers. During this session we will
share best practices, customer examples, how to
value-sell SnS and how to arm yourself for success.
PAR3211 License to Win: How to
Successfully Acquire New Customers
Technical Level:
Area of Interest: S
Speaker(s): John Churchhouse, VMware, Inc.;
Julie Eades, VMware, Inc.
HALL 8, LOWER LEVEL | room e1
Join us to learn strategies and best practices to
find, engage and convert new prospects into loyal,
profitable clients. Spend the hour with us to learn:
• How to generate and sustain new prospects to
grow your sales pipeline
• Effective discovery techniques that uncover
critical customer business issues
• Ideas on positioning your company as an
industry expert who gives relevant advice
These easy-to-implement techniques will get
new customers engaged and reengage dormant
prospects. Mark your calendars for this must-do
session.
PAR3214 Build Your Business Selling
VMware Management: Why Invest
in Management? New Programs for
Success (part 1 of 3)
Technical Level:
Speaker(s): Liz Mitchell, VMware, Inc.;
Vicky Reddington, VMware, Inc.
HALL 8, LOWER LEVEL | room F4
If you are looking to grow your business beyond
vSphere but not sure where to start, this session
will help you understand the vCenter Operations
Management opportunity and what brand new
programs are available to help you tap into
it. In this session, we will size the opportunity
based on recent partner profitability research
by industry analyst firm ESG and hear from a
Solution Provider on their management business
model and strategy for success. You will also learn
about the new Management Competency, training
incentives to lower your upfront investment,
demand generation rebates and the White Space
Attack Program launching at VMworld. Note:
We recommend that your organization attend the
“Build Your Business Selling Management” series
to prepare yourself to launch a management
practice or take advantage of new opportunties
for Infrastructure Virtualization partners.
11:45 – 12:45
PAR2169 Overcoming Objections
and How to Win with VMware View
5.1 (Competitive)
Technical Level:
Speaker(s): Garry Owen, VMware, Inc.;
HALL 8, LOWER LEVEL | room e1
In a typical VMware® View sales cycle, anywhere
from 3–12 objections are most often encountered.
Knowing how to respond to these objections can
make the difference between winning the deal
or losing it to the competition. Key sales tools
and technical resources exist on Partner Central,
including new features in View 5.1, can help you
win every time with View market backing and
customer momentum. Overcome your customers’
objections, get them using View 5.1 and accelerate
their journey to the cloud.
PAR2959 Successfully Sell Security and
Network in the Virtual Environment
Technical Level: Area of Interest: s
Speaker(s): James Edwards, VMware, Inc.
HALL 8, LOWER LEVEL | room f4
Do you know, according to Gartner, that the #1
concern of CIOs is Security? Learn how to talk
to customers about their Security concerns with
Virtualization. Be able to talk about the top
three use cases on security, including the one
that addresses the customer concern to move
from a Private to a Public cloud without the fear
of Security and Network.
Areas of Interest
FD Federal
S
FS Financial Services E
H Healthcare T
R Retail
SMB
State & Local Education
Telecommunication
Technical Levels
Business Solutions
Technical
Advanced Technical
112