CHALLENGES

Tier 1 and tier 2 channel partners were expected to perform better in the midmarket space.

Existing funded heads were not delivering growth.

1. Corporateexecutivedirectivesrequiredalevelofmid-market(commercialsegment)

growththatwasnotbeingachievedbyimportantnationallevelpartners.

2. Mdffundswerepassedtosomevarsasfundedheadmoney.Fundedheadsprovidedby

thepartnerswerenotprovidingfocusandgrowth,andnotdrivingthevendor’sinterests.

Therewasnoroitracking.

Cloud partners needed to better monetize vmware cloud solutions

• Inthecloudsolutionsbusiness,MSPsworkingthroughmajoraggregatorswerenot

deliveringgrowth,andmuchoftheaccountswererunningVMwaresolutionswithout

trackingandpayments.

SOLUTION

• Inbothcases,thecorereasonforthepainwasinsufficientpartnerengagementbythe

vendor.

• MDFpasseddirectlytothepartnerwouldbeusedtoamortizethecostofexisting

employeesbythepartner.SaidemployeeswerenotdesignedtoprovideVMwarewiththe

focusitrequired,andwerenotaccountable.

VMWARE SOLUTION SPECIALISTS (FUNDED HEADS)

01

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GORILLA CORPORATION - CASE STUDY

CONTINUED ON NEXT PAGE...

info@gorillaict.com | +1 925 3651161 | www.gorillaict.com

“ ”YOUR FUNDED PROFESSIONAL IS THE WIND IN OUR BACK. — VAR EXECUTIVE

• GorillaproposedthedeploymentofaFundedProfessionalprogram,wherebyGorilla...

wouldhire,payroll,deployandmanagesuchateamofsolutionspecialists.TheseFunded

ProfessionalsarebadgedVMwareandhaveaccesstoallVMwareresourcesandare

typicallydeskboundresidentatthepartnerlocation.TheyworkinateamwiththeVARs

salesorganizationtodeliverfocus,supportandtheabilityofcrosssellandupsellVMware

solutionswithintheVAR’sdatacenterclient.

• TheFundedProfessionalsactasresidentbrandAmbassadorsandmoveoverthevendor’s

agendawithinthepartner.

• TheFundedProfessionalsarefocusedonROI,developingreferenceaccounts,introducing

crosssellproducts,andhelpingthepartnerstoprovesolutionsecurity.

• IntheMSPspace,Gorillawasabletoredressdelinquentaccounts,workingcloselywith

Cloudaggregatorsandthepartnersintheirecosystem.Enablingthesecloudpartnersto

increasetheirprofitablerevenuebycorrectlytrackingandbillingvirtualizedcloudusage.

• TheFundedProfessionalsaretightlymanaged,withweeklycadencereporting,theyhave

weeklytrainingandmotivationalrefreshcalls.TheyaredriventoachieveVendortargets

bytheirGorillaManager,whointhisparticularcaseisresidentatVMwareHeadquartersin

PaloAlto,CA.

RESULTS

• GorillaFundedProfessionalssystematicallyachieveorexceedtheirquarterlytargets.

• WhencomparingagainstpartnersthatdonothaveaFundedProfessional,asalesdeltaof

upto60%canbeshown.

• Theprogramhasdrivengreaterpartnerloyaltyandmindshare.

03

© 2015 GORILLA CORPORATION // ALL RIGHTS RESERVED

GORILLA FUNDED PROFESSIONALS ARE SOLUTION SALES

SPECIALISTS, NOT ORDER TAKERS— VMWARE

“ ”

“ ”YOUR TEAM ALWAYS OUTPERFORMS THE REST— VMWARE

info@gorillaict.com | +1 925 3651161 | www.gorillaict.com