Ecosystems

VMO - helping articulate value

I found the VMO to be an incredibly helpful platform for me to clearly communicate, to our customers in their language, the quantification and value of our solutions. It allows me to show our enterprise customers how our solutions can be tailored to fit their particular needs with value-based metrics. My experience with the VMO team has been fantastic! Their team was proactive in providing me support and training.

My experience with VMO.

I am a huge fan of the VMO! Their team has assisted me with some of my largest deals with government customers and provided me with high-quality support through customized, interactive business cases. This is an invaluable platform that has helped me achieve better sales results and better conversations with our customers. I would highly recommend leveraging the VMO to step up your sales game. Responsive and customer focused.

5 Year TCO Analysis - Powered by VMO

My customer has been eager to modernize their host-based security system but was overwhelmed with the options that were available from several competitor solutions. There was a history of investments in products that had quality and interoperability issues and a perception that many of their existing investments costed more to sustain than to acquire. I used this as an opportunity to partner with VMO and develop a value-driven, total cost of ownership summary to guide their future investment decision. Ultimately, the customer chose to continue their relationship with McAfee and adopted ENS 10 as the only approved enterprise option for endpoint protection. To date, nearly half of the customer's 3M node environment has transitioned to ENS 10.5 or ENS 10.6! Additionally, we have begun hosting quarterly value meetings resulting in an interest to explore MVISION transition. In parallel with this progress has been a direct and targeted effort by the competition to distract the customer with 'knife fighting' discussions but those have only slowed (not stopped) progress. The VMO team was invaluable throughout this process and an excellent partner to help my account keep core business sold and plant the seeds required to pursue new business growth in FY20! If there was a 5+ star option, I would have selected that instead. Many thanks to the entire VMO team (in particular Tricia Markey and Kasha Leese)!!!

Great Experience with VMO

I've had great experiences with the VMO, especially Scott Regan. Their ability to craft and create modules that enhance the proposal process is invaluable. Losing the VMO would be a detriment to our team and out future proposal endeavors.

Value Selling

We have a long relationship with our customers and our offering has evolved over many years as their needs have changed. During that evolution, many new competitive offerings have sprung up, causing confusion and indecision with this same group of customers. This tool has allowed us to quantify value they have received in previous purchases, compare that value to other potential new solutions, and project value for new initiatives. When we pair that with our newest selling platform, it is a natural fit to develop distinct and quantifiable business value.

Great tool for Outcome based selling

I have used this as a collaboration tool with customers to develop and quantify, outcomes and value for our digital solutions. It allows for complete transparency and avoids value engineering being seen as a "Black Art". Using the VMO tool allows us to also evaluate the value proposition of our solutions before we take them to market too.

VMO is a great tool and team transform IT conversations to positive business outcomes

The tool and team over the years assisted me in many deals, ranging over all sizes. Over all else it helped my customers quantify their pain in an optimized approach which then helped us tie back to McAfee value drivers.

Transition the IT Recommendation to a Risk Conversation that is Understood

I've used the VMO tool and worked with various members of the VMO team in the past; my experience has been wonderful. From the IT teams I've worked with, they've had a consistent challenge of communicating their recommendations to the procurement teams and identifying risks. The VMO tool highlights the risk factors and spells them out in a language that procurement and executives alike understand.

Simplifying the Value Conversation

In the cybersecurity industry there are few individuals that can articulately craft a value proposition to Executive Management that details the hard and soft dollar savings associated with an investment in additional cybersecurity technology. The VMO would very clearly spell out the savings associated with the requested spend and provide the tools necessary for our customers to validate the savings associated with their request. This was an excellent tool in our arsenal to help with moving from feature/function to value based outcomes.

Gamechanger

This app has assisted me to articulate the cost saving and business value to customers from all verticals. It assists with increasing deal size and customer intimacy through helping the buyers to position the purchase internally with the right business outcomes and metrics.