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D A T A S H E E T
V M W A R E S A L E S P R O F E S S I O N A L

Success Story Example
Transcript



Introduction
The following is a transcript of an SMB success story
presented in the Delivering the VMware Message lesson in
the VMware Sales Professional Course
Transcript
Thanks for letting me share my story. Let me tell you about an
experience with a company just like yours.
Like you, this company is a mid-sized business with an aging
IT infrastructure. They're a travel insurance provider with about
175 employees, and they provide programs to hundreds of
thousands of members worldwide. About half of their business
is online. You can go to their web site, buy your travel
insurance, get a virtual ID card and then use that card to get
emergency medical care anywhere in the world.
Their IT infrastructure was made up of about 140 Dell desktops
that were buffed up to be servers. Their technology was about
a decade old, and they couldn't even get parts for it on eBay
anymore. They were losing $100,000 a month in the server
room because of this situation. Everyone in the company
called IT "The Island of Dr. No," because IT was always
saying, "No, we can't do this," "No, we can't do that."
Then VMware came in. The company virtualized its
infrastructure with vSphere and managed it with the vCenter
Operations Management Suite. They brought in vCloud
Director to make a full private cloud come into place, and they
virtualized their desktops with Horizon View. And for Disaster
Recovery, they implemented Site Recovery Manager.
The impact was immediate and profound. Before, it would take
4 to 5 days to set up a server so that the development group
could work on a new application. Now it took 4 to 5 minutes. IT
changed from being "The Island of Dr. No" to "The Island of Dr.
Yes." Now everybody was amazed when they came to IT with
their requests and IT was saying yes, they could do those
things. These changes sparked a wave of innovation in the
company, as developers began building applications they
could never do before. The company went from being a broker
of insurance services to packaging insurance as a service.
The quality of the end product improved dramatically. Before, it
would take them 30 minutes to process a travel medical claim.
Now it took them 15 seconds. With their private cloud solution,
costs went down dramatically as well, and that cost savings
was passed on to consumers, lowering the cost of health care.
And finally, compliance became much easier. Since they do a
lot of business with the U.S. government, compliance had
always been complicated for them. By putting in their VMware
platforms, they were able to configure compliance from day
one.
Lower costs, easier compliance, and ultimately, business
transformation that drives innovation and makes better
products. These are the big benefits that VMWare brought to a
company similar to yours, and these are the benefits that you
can have as well.