Sample Customer Letter to ISVs - VMware
Sample Customer Letter to ISVsThese sample letters are provided for idea purposes only. Please draft a unique version of the message, and deliver to C-level executive personally.Customer ConsiderationsISV’s support issues for VMware are not technicalCustomers should feel confident knowing they are not asking the ISV to make a technical leap of faith. VMware has designed its virtual infrastructure suite so that applications that run on a supported guest operating system perform exactly as they do on a traditional physical system. (See .) All applications are expected to operate properly in a VMware virtual machine unless the ISV makes a specific statement indicating otherwise.ISV resistant to changes in licensing policies to accommodate VMware/virtualizationVMware has made a number of suggestions to key ISVs, about how to modify their licensing to accommodate the advent of virtualization, without affecting derived customer revenue. The ISV Licensing in Virtualized Environments White Paper (available in the VMware ISV Center) makes recommendations to ISVs regarding licensing models that specifically address virtualization use cases.Customers leverage points with ISV for this communication:ELA renewal cycle: if renewing agreements with ISV, it is clearly credible to bring this issue of VMware support up as a point of negotiationIf applicable & credible, reference “supplier options” to move to a competitor that offers VMware support.If applicable, Customers can reference their “VMware first” policies, and note that from a supplier standpoint, only those who can abide by such policies will be considered for strategic project going forwardIf applicable, Customers who have already received “one-off” support from ISV can argue that broad support needs to be made available, so that Customer’s other business partners can take advantage of shared infrastructure, etc.STRESS POSITIVE BENEFITS TO ISV IF POSSIBLESupport of VMware means less $$ spent on infrastructure HW, and more capital budget to allocate toward the purchase of ISV’s products. IF THIS COULD BE QUANTIFIED, THAT WOULD HAVE A MAJOR IMPACT FOR THE ISVVMware support will afford more flexibility in deploying ISV’s products, and taking more ISV’s products to Customer end-users more readily/quicklyISV’s support of VMware will give Customer more platform choices for ISV’s products. Windows, Solaris and Linux become platform options for ISV’s products on VMware. This affords ISV more options & ways of serving the CustomerSAMPLE EMAIL-/BLACKBERRY-BASED MESSAGETo: C-Level ISV ExecutiveFr: Office of the CIOSubject: ISV’s support of VMware at <<Customer XYZ>>Dear <<Executive>>,I’d like to discuss <<ISV Name>>’s support of VMware at <<Customer XYZ>>. We value <<ISV Name>>’s role as a strategic supplier and would like to see your company support our decision to virtualize our datacenters with VMware.We have chosen VMware as the virtualization platform for our x86 server infrastructure. Most of our key software technology suppliers appreciate this decision, as it has reduced our hardware footprint and associated software deployment costs – benefits that accrue to suppliers such as <<ISV Name>> by freeing up budget funds for key software projects.If <<ISV Name>> openly supports VMware it will enhance my ability to execute to plan. Our relationship has been strong, and we depend on your products to help us succeed. Let’s talk about what needs to happen to make this support a reality.Best regards,<<Customer’s CIO Name>>SAMPLE POSTAL-BASED MESSAGEJohn Q. Smith, CIO<<Customer XYZ>>1 Corporate PlaceNew York NY 10000September 20, 2008John Doe, President<<ISV Name>>1 Technology DriveSan Francisco CA 90000Subject: <<ISV Name>> support of VMware at <<Customer XYZ>>Dear John,I’d like to discuss <<ISV Name>>’s support of VMware at <<Customer XYZ>>. We value <<ISV Name>>‘s role as a strategic supplier and would like to see your company support our decision to virtualize our datacenters with VMware.We have chosen VMware as the basis of our x86 server infrastructure. Most of our key software technology suppliers appreciate this decision, as it has:Reduced our hardware footprint and associated software deployment costsProvided the flexibility to use multiple operating systems, including various flavors of Windows, Solaris and LinuxFreed capital from reduced hardware and real estate costs to fund additional software projects -- which benefits our strategic software suppliers such as <<ISV Name.If <<ISV Name>> openly supports VMware it will enhance my ability to execute to plan. Our relationship has been strong, and we depend on your products to help us succeed. Let’s discuss what needs to happen to make this support a reality.Sincerely,John Q. Smith ................
................
In order to avoid copyright disputes, this page is only a partial summary.
To fulfill the demand for quickly locating and searching documents.
It is intelligent file search solution for home and business.