Vmware view8/30/2023 Pipeline and forecasting reports weren’t accurate. ![]() This bad opportunity hygiene caused several problems: Additionally, there was no visibility into the journey of an opportunity through the process or the speed with which it was moving from one stage to the next. Aditya said VMware’s lack of detailed analysis on sales opportunity progress was preventing the company from taking a data-driven approach to optimizing the opportunity management process. VMware had used Celonis for processes such as order management and invoicing, but the BPM team thought process mining could also improve their MSO sales opportunities management. Optimizing VMware Sales Opportunity Management Using Celonis the team would be able to benchmark processes (both internal and external) and help them business value and baseline KPIs for tech programs (such as migrating ERP systems). The BPM team began using Celonis EMS for the platform’s ability to provide automated process discovery and data-driven process diagnostics. VMware’s Business Process Management (BPM) team is primarily responsible for helping the company shift from on-premises offerings to SaaS offerings and providing a seamless customer experience. “We want to use for as many processes as possible.” “Every enterprise is a collection of processes,“ said Aditya. VMware turned to process mining and Celonis.ĭuring the San Francisco stop on Celonis World Tour 2023, Pratap Aditya, Director Business Process Management and RPA Operations at VMware, shared how the virtualization pioneer and cloud services provider is using Celonis EMS to improve their sales pipeline hygiene and accelerate sales opportunities. ![]() They needed the data to prove it, and they needed a solution to help them identify the root causes and areas for improvement. VMware suspected that their sales conversion rate was falling when the time taken to move the opportunity through the sales process increased.
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