VMware Kicks Off New Sales Lead Program for Partners
VMware (NYSE: VMW) has launched a new sales lead program for channel partners called Outcome-Based Marketing (OBM), designed to increase sales opportunities and turn up qualified prospects.
With OBM, channel partners, through the Partner Central portal, need only select their focus (e.g., VMware server virtualization, disaster recovery, desktop virtualization, virtualizing business critical apps), pick their geography and size of target accounts and, in turn, will receive qualified appointments with prospects looking for their solutions, according to a blog post by the VMware partner network team.
VMware says that its OBM program can fill in to help partners turn up sales when time or resources to run a specific campaign are lacking, the partner needs to make quick contact with a prospect not in their database, or the partner’s sales team needs a restart for new opportunities and qualified leads.
“Leads convert faster to sales when those leads are more qualified. Let VMware help you drive qualified lead generation and increase your pipeline — at a lower cost-per-lead and marketing ROI,” is VMware’s pitch to channel partners for the OBM service.
Meanwhile, VMware is promoting its Partner Support Center (PSC) to VMware Partner Network (VPN) members as an avenue to gain support, access resources, obtain information on training, revenue requirements, partner rewards and rebates and other aspects of the vendor’s partner program.
Partners also can use the PSC to order internal use licenses at a discount, get not-for-resale licenses for demonstration and testing purposes and receive technical support codes. Partners also can apply to move to the next VPN level through the Partner Central portal, claim VPN revenue credit for OEM sales and update accreditation or certifications.
Speaking of certifications, VMware said that as of July 2012 it had retired Version 3 of all accreditation and certifications and partners must attain Version 4 or Version 5 to remain compliant at their current VPN program level.