Client Requirement

VmWare, and their strategic partner HP needed support to plan and execute a government marketing campaign for their virtualization solutions.

CMA Solution

In 2007, CMA developed, produced and implemented a Government Road Show under the banner of the CMA Executive Forum to tell the virtualization story.  The Road Show included a range of webinars, customer-facing events, and other out-reach activities.  A combination of on-target messaging, quality of government speakers and focused audience acquisition resulted in a very successful campaign for both VmWare and HP.

With the success of the 2007 campaign, VmWare and HP contracted with CMA to implement a more aggressive campaign in 2008.  The expanded 2008 campaign included 8 major webinars and customer-facing seminars with a concentrated series of solution messages, direct mail, pod casts and personal contacts.  The results exceeded campaign goals - Over 200,000 customer touches with the VmWare and HP message, 1,000 plus event registrants with many senior level executives, and over 100 well-qualified sales leads.  The resultant ROI was very favorable.

The critical success-factors of the campaigns were:

• Consistent theme and messaging
• Combined the core solutions of the two companies in solving government challenges and problems
• Targeted audience
• Metrics-driven and follow-up by CMA to all prospects

About VmWare
VmWare is the global leader in virtualization solutions from the desktop to the datacenter. With 2008 revenues of $1.9 billion, VmWare is one of the fastest-growing public software companies.

About Hewlett Packard