GORILLA CASE STUDY RD2_2
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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. Corporate executive directives required a level of mid-market (commercial segment) growth that was not being achieved by important national level partners. 2. Mdf funds were passed to some vars as funded head money. Funded heads provided by the partners were not providing focus and growth, and not driving the vendor’s interests. There was no roi tracking. Cloud partners needed to better monetize vmware cloud solutions • In the cloud solutions business, MSPs working through major aggregators were not delivering growth, and much of the accounts were running VMware solutions without tracking and payments. SOLUTION • In both cases, the core reason for the pain was insufficient partner engagement by the vendor. • MDF passed directly to the partner would be used to amortize the cost of existing employees by the partner. Said employees were not designed to provide VMware with the focus it required, and were not accountable. VMWARE SOLUTION SPECIALISTS (FUNDED HEADS) 01 02 GORILLA CORPORATION - CASE STUDY CONTINUED ON NEXT PAGE... [email protected] | +1 925 3651161 | www.gorillaict.com “ ” YOUR FUNDED PROFESSIONAL IS THE WIND IN OUR BACK. — VAR EXECUTIVE
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Transcript of GORILLA CASE STUDY RD2_2
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...
[email protected] | +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.
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© 2015 GORILLA CORPORATION // ALL RIGHTS RESERVED
GORILLA FUNDED PROFESSIONALS ARE SOLUTION SALES
SPECIALISTS, NOT ORDER TAKERS— VMWARE
“ ”
“ ”YOUR TEAM ALWAYS OUTPERFORMS THE REST— VMWARE
[email protected] | +1 925 3651161 | www.gorillaict.com
