On-Demand Video

VMware Supplier Briefing

May 5, 2020 Now Your Desk!

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The increased demand for public cloud solutions poses a risk for VMware’s growth of their virtual machine product business. As a result, we have seen VMware place additional emphasis on customer renewals and the adoption of its hybrid cloud solutions. This presentation examines VMware’s motivations, sales rep compensation, pricing tactics, and the viable alternatives, such as containerization, that are becoming popular in the virtual machine industry.

Key Learning Objectives:

  • Updated VMware trends based on latest sales activity and behaviors
  • Insights on the industry trend of containerization and how it affects VMware’s go-forward strategy
  • Best practices on demand forecasting, pricing analysis, and creating deal alternatives to combat sales tactics commonly used by VMware in their Hybrid Purchasing Program (HPP) and Enterprise License Agreement (ELA) deal structures


Meghan Smith


Meghan came to ClearEdge in early 2016 to help clients improve their IT supplier contracts through research and analysis. She focuses on the software market segment with a concentration on Workday, VMware and Oracle. Meghan is a former top tennis college player who holds a B.S. in Environmental Science and Policy from Smith College and a M.S. in Geographic Information Systems from Salem State University.

Eugene Cho

Senior Analyst

Eugene leads the company’s Transactional Software and IBM Practices. In this role, he helps clients negotiate strong ad hoc software engagements, and structure advantageous multi-year deals with IBM by providing insight into the vendor’s sales strategy. Prior to ClearEdge, Eugene worked at MindStream Analytics (an Oracle partner) for 18 months in Professional Services, guiding customers through software installation, implementation and product training. He holds B.A. in Mathematics and Sociology from Dartmouth University.