The Challenge
The VMware Networking Team wanted to understand the key challenges impacting investments in employee learning and development programs. Specifically, they wanted to validate the importance of consuming VMware next-generation training and certification vs. acquiring and maintaining legacy skills.
VMware aimed to gather market research from end users and partners, to validate:
- The perceived value to individuals of VCIX-NV and Cloud-based certifications to determine if the number of trained, VCIX-NV certified experts would grow.
- The Impact of increased awareness and market penetration of network virtualization to strengthen its competitive position and driving broader adoption of VMware networking solutions.
The Indirectly Inc Team was tasked with developing and conducting surveys to collect end-user and partner-based research and analysis to:
- Validate the current trends and adoption of advanced networking certifications
- Uncover the key factors creating value for NSX Training and Certifications
- Identify the key value factors for Cloud-based and Security Certifications
- Define the value proposition for both end-user and partner teams
- Understand how VMware should invest to best promote training programs
Services Provided
- Channel as a Service
The Solution
Indirectly, Inc. presented to the VMware Networking Team research and analysis collected from end user and partner survey results highlighting the following data:
- Summary of research findings and conclusions for internal use
- Components of overall economic value
- Implications for VMware Certification Programs and partner enablement
In addition, the Indirectly Team developed the following resources and assets for use within marketing communications to help fuel demand generation efforts and partner enablement programs:
- 3-5-page white paper detailing the benefits of investing in NSX certifications
- 1-page infographic summarizing the top benefits for individuals and partners
Impact & Results
The VMware Networking Team leveraged data from the surveys, together with recommendations from Indirectly, to enhance its overall value proposition for technical training and certification programs. In addition, VMware implemented a direct marketing campaign targeted at CIOs and Technical Leaders to introduce executive certification programs designed to educate business leaders on the value of investing in their services business and expand their market share profitably.