VMware ESXi environments on leading clouds for sales enablement (demos, PoCs and events)

VMware Technology Alliance Partners (TAP), Solutions Providers and Reseller Partners need demo environments to showcase their software interoperating with VMware ESXi™. These partners also need to provide custom PoC environments for customers for evaluation and trials. Data center based hardware labs for demos and PoCs are expensive, cumbersome to manage and not nearly flexible enough.

VMware ESXi based sales demos environments on leading clouds

Typically, sales/ systems engineers travel around with large, heavy laptops running nested VMware ESXi in order to do demos for their enterprise customers. In some cases, ISVs maintain a centralized demo lab for their SEs as well as channel partner SEs. Both these approaches have severe drawbacks - demos are not consistent across SEs, it is difficult to demonstrate complete/ complex ESXi scenarios, and it is extremely difficult to manage.

With Ravello, product experts like Technical Marketing Engineers (TMEs) and subject matter expert SEs can create a blueprint of their environment and share it with every systems engineer. Now every SE and partner SE can spin up an identical ESXi environment, on-demand for customer demos in 5 minutes. SEs can also customize this environment for specific customer scenarios. Demo environments can be run on any leading cloud region worldwide and the ISV pays only for usage.

Customer PoC environments

After a successful demo, enterprise customers usually want to do a full fledged PoC in an environment representative to their data center. Typically, a lack of hardware or human resources to set up an environment in the customer data center slows down the sales cycle for an ISV.

With Ravello, SEs can immediately hand over a demo environment to a customer to do a more complete PoC. The SE can work hand-in-hand with the customer to further customize the ESXi environment based on the customers specific configuration. They can add additional VMware VMs and specific networking equipment and configurations per the customers requirements to create a representative environment of the customers data center. This eliminates delays in the sales cycle and enables a closer partnership with the customer.

Sales kickoffs, partner events and end-customer events

Most ISVs have several events spread throughout the year, targeted towards internal and partner sales engineers (sales kick-offs), and end-users (user conferences). During these events, ISVs like to have hands on labs for their SEs to showcase upcoming products and new features. However, providing labs for training at these events is costly in terms of hardware and shipping costs.

With Ravello, ISVs can easily spin up thousands of ESXi environments on demand for hands on labs - anywhere in the world. After the event, they simply shut them down - and pay a fraction of what they would if they did it on physical hardware.

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