What is the Private Cloud Maturity and Optimisation Tool?
Broadcom has developed the Private Cloud Maturity and Optimisation Tool (PCMO) – a comprehensive assessment designed to help customers realise the technical and financial value of the private cloud and chart a path forward to achieve their organisation's private cloud ambitions.
Broadcom’s new PCMO tool helps you better communicate to customers the value of moving to VMware Cloud Foundation 9 (VCF 9) during the business validation stage.
Accessed through the Partner Portal, the PCMO tool replaces disparate instances of journey pathing, Cloud Maturity Model assessment, TCO/ROI, and manual proposal creation, providing greater visibility across teams as you engage with customers throughout the sales motion.
How does PCMO help with renewals?
This powerful tool helps you gain a clear understanding of what your customers need, so you can have successful conversations and more easily upgrade them to VCF 9 when it’s time for renewals.
The PCMO tool streamlines and accelerates the renewal process, helping your sales teams:
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Quickly identify and understand customers’ needs
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Offer data-driven insights and personalised proposals
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Enhance your credibility and strengthen customer relationships
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Adopt a structured and professional approach to increase renewal rates
How does PCMO help with adoption?
The PCMO tool can also be used by your sales team to support VCF 9 adoption, helping them:
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Understand a customer’s current capabilities
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Clearly communicate the value of VCF 9 to the customer
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Accelerate the customer’s move to new VMware solutions
Easily address customer objections
After you’ve pitched VCF 9 to your customers, you can use the PCMO tool to answer any concerns and overcome common objections around things like:
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High perceived costs
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Lack of necessary technical skills
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Worries around ROI or long-term value
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Uncertainty around cloud migration readiness
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Fear of operational disruption or complexity
What’s the Private Cloud Maturity & TCO Assessment?
One advantage of using the PCMO tool is that it automatically creates a proposal based on the data entered. Choosing the Private Cloud Maturity and TCO Assessment option provides you with a comprehensive Business Impact and Outcomes PowerPoint presentation that contains the customer maturity assessment, TCO comparison data, customer use cases, and a call to action.
What are the 3 steps to PCMO success?
Step 1:
Initiate the VCF 9 conversation
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Pitch VCF 9 to your customer
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Have a “financial” conversation
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Run a generic customer environment as a conversation starter
Step 2:
Recommend a PCMO assessment
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Highlight key benefits and outcomes
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Understand your customer's current capabilities
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Identify the ideal customer end state
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Perform a gap analysis
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Generate a heatmap and use cases
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Show TCO and financial benefits of the VCF 9 journey
Step 3:
Deliver a world-class proposal
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Provide VCF 9 validation
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Outline the cloud maturity model journey
Seal the deal with Arrow Education & Services
Take advantage of our wide range of services, including specialised training, to help you grow your VMware Cloud Foundation 9 business, so you can:
Drive net new sales to VCF 9
Retain your existing install base
Gain exclusive Broadcom Achievers’ Program rewards
