1. VMware Inc - Profiling Report 10/09/2010
VMware Inc - Profiling Report
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1 For use by VMware Inc. and Target 250 Inc.
2. VMware Inc - Profiling Report 10/09/2010
Table of Contents
Graphical Summary ................................................................................................................................. 3
Context .................................................................................................................................................... 5
Profiling Process ...................................................................................................................................... 6
Qualifying Questions ........................................................................................................................... 6
Questions ............................................................................................................................................ 6
Contacts .................................................................................................................................................. 7
Target 250 - Contact Details ................................................................................................................. 10
This report is designed to be a vital part of your management discussions that will formulate your
selling strategies. In it you will find an outline of the series of questions, and their different paths,
that were used during the profiling process. You will also find contact data for all of the completed
profiles. In addition, there is also a graphical summary of selected questions.
In addition to this report, we have also included an Excel file that includes all of the contact-specific
data from this project. In it you can manipulate the answers that each contact gave to each question
for in-depth analysis of trends. It also contains additional charts and graphs to boost the power of
your presentation.
At Target 250, we take extreme pride in the complete satisfaction of our clients and stand by the
work that we do. As such, our team of professionals, from sales executives to data analysts, will be
available to answer any questions you may have about this profiling campaign, how to manipulate
any of the data in Excel, or consult your team on effective practices moving forward.
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3. VMware Inc - Profiling Report 10/09/2010
Graphical Summary
Primary/Secondary Sever Platform
13% 26%
9% WebLogic (Oracle)
WebSphere (IBM)
17%
JBOSS (Redhat)
35% Tomcat (Apache)
Other
Current Framework in Place
11% 19% EBJs
19% Oracle Apps Dev. Framework
JSF
11% 38% SEAM
2% Servlets or POJOs
Notes
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4. VMware Inc - Profiling Report 10/09/2010
Primary Systems Management Tool
1% 2% 2% HP Openview
8% 23% BMC
8%
IBM Tivoli
Computer Associates Wiley
19%
37% EMC
Cacti
Nagios
Quest
Timeline to Re-Engage Contacted Companies
14
12
10
8
6
4
2
0
1-2 Months 3-6 Months 7-12 Months 13-24 Months 24+ Months
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5. VMware Inc - Profiling Report 10/09/2010
Context
That first appointment with a prospect sets the tone for how you'll do business. The more
competitive the market, the more impact you need with each prospect interaction. That means
understanding as much as you can about the account before anyone takes that first meeting. Too
many businesses squander prime opportunities by using their early appointments to gather
information - information they should have prior to speaking with the prospect.
Target 250 offers the account profiling services that arm you with the information you need to make
the most of those first meetings. Even in highly specialized markets, each firm does business
differently. Our pay-for-performance service gives you inside information not available in the public
domain, so you can speak directly to your prospect's needs and establish instant credibility. Profiling
is designed with you to be sure you're getting the key information you need to pursue profitable
opportunities such as:
Customer pains - Understand the specific factors that drive a buying decision within the
prospect's organization.
Competitive insights - Learn which vendors are well established inside the organization and
the solutions currently installed, so you can position your solutions more effectively.
Current opportunity - Identify existing initiatives to immediately pursue.
Contact information - Link to the decision makers responsible for evaluating and
recommending solutions.
With account profiling you can sift through the market to find high value accounts-and focus your
resources to pursue organizations with a greater likelihood to purchase from you. Utilize nurture
strategies to continue marketing to the accounts not in a position to purchase with offers aligned to
the challenges they face. Building programs based on the buying cycle of your audience increases
the efficiency of your sales and marketing investments.
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6. VMware Inc - Profiling Report 10/09/2010
Profiling Process
Qualifying Questions
An account profile is no good to you unless the person with the proper knowledge completes the
series of questions. As such, our dedicated callers are trained on how to determine if the person
they’re speaking with has this capacity before the profiling questions are even asked.
Questions
1) Do you have custom Java applications that utilize the Spring framework?
a. Yes to both (go to 2a)
b. Yes Java, No Spring (go to 2b, then to 2a...)
c. No Java, no Spring (go to 2c)
2a) What is your company's 2b) What 2c) Is your
primary and [secondary] platform/framework are organization a MSFT
application server platform? you using to build your .Net Shop?
a. WebLogic (Oracle) Java custom applications? a. Yes (end call)
b. WebSphere (IBM) a. EBJs b. No (find appropriate
c. JBOSS (Redhat) b. Oracle Apps Dev contact and restart)
d. Tomcat (Apache) Framework
e. Geronimo (Apache) c. JSF
f. Glassfish (Sun/Oracle) d. Seam
g. Resin (Gucho) e. Servlets for POJO's (no
h. Other? Please Specify (notes) frameworks)
3) Are any of those
applications deployed in a
virtualized environment in
Development/QA/Production?
a. None
b. Development
c. QA
d. Production
e. Multiple
4) What is company’s primary systems management / monitoring tool?
a. HP Openview i. Centreon q. Hyperic –OSS y. OppManager
b. BMC j. Cittio r. JBON z. Quest
c. IBM Tivoli k. EG Innovations s. Kaseya aa. SCOM
d. Computer Associates Wiley l. Ganglia t. MRTG ab. SolarWinds
e. EMC m. GroundWork u. Nagios ac. Uptime
f. Adventnet n. Heroix v. NetIQ ad. WhatUp Gold
g. Cacti o. Homegrown w. Nimsoft ae. Zabbix
h. Castle Rock p. HP SiteScope x. OpenNMS af. Zenoss
ag. Other, please specify
(notes)
5) Do you use those tools to monitor and manage applications running in both physical and virtual
environments? Do you have/want visibility inside the guest operating systems so you can see real
application performance?
a. Yes, I have visibility
a. Yes, I want visibility
c. No
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Contacts
Company Job Title Contact Name Switch/Direct Line
Company 1 IT Architecture Manager - Application Firstname Surname +1 888 123 5555
Company 2 Manager of Software Development Firstname Surname +1 888 123 5555
Company 3 Senior Application Administrator Firstname Surname +1 888 123 5555
Company 4 Application Development Firstname Surname +1 888 123 5555
Company 5 Application Architect Firstname Surname +1 888 123 5555
Company 5 Application Development Manager Firstname Surname +1 888 123 5555
Company 6 Senior Application Developer Firstname Surname +1 888 123 5555
Company 7 IT Specialist - Systems Design Firstname Surname +1 888 123 5555
Company 7 CRM Development Manager Firstname Surname +1 888 123 5555
Company 8 Application Developer Firstname Surname +1 888 123 5555
Company 8 Application Development Manager Firstname Surname +1 888 123 5555
Company 9 Lead Application Developer Firstname Surname +1 888 123 5555
Company 10 Manager - Application Development Firstname Surname +1 888 123 5555
Company 10 Database Analyst Firstname Surname +1 888 123 5555
Company 10 Business Applications Developer Firstname Surname +1 888 123 5555
Company 11 Technical Engineer Firstname Surname +1 888 123 5555
Company 12 IS Architect Firstname Surname +1 888 123 5555
Company 13 Application Development & Architecture Firstname Surname +1 888 123 5555
Company 14 Java Applications Architect Firstname Surname +1 888 123 5555
Company 14 Application Manager Firstname Surname +1 888 123 5555
Company 15 Application Engineer - Deployment Firstname Surname +1 888 123 5555
Company 15 Director - Application Development Firstname Surname +1 888 123 5555
Company 16 Software Engineer Firstname Surname +1 888 123 5555
Company 17 VP of Engineering Firstname Surname +1 888 123 5555
Company 18 Lead Application Developer Firstname Surname +1 888 123 5555
Company 19 AVP - Enterprise Application Integration Firstname Surname +1 888 123 5555
Director Enterprise Architecture &
Company 20 Firstname Surname +1 888 123 5555
Standards
Senior Director Application Software
Company 21 Firstname Surname +1 888 123 5555
Development
Company 22 Server Engineer Firstname Surname +1 888 123 5555
Company 23 Senior Integration Architect - AV Firstname Surname +1 888 123 5555
System & Application Development &
Company 23 Firstname Surname +1 888 123 5555
Support
Company 24 Senior Application Developer Firstname Surname +1 888 123 5555
Company 25 Enterprise Technical Application Services Firstname Surname +1 888 123 5555
Company 26 Application Analyst Firstname Surname +1 888 123 5555
Company 27 IT Manager Firstname Surname +1 888 123 5555
Company 28 AVP - Operating Systems Firstname Surname +1 888 123 5555
Company 29 Senior Software Development Firstname Surname +1 888 123 5555
Company 29 Senior Software Development Firstname Surname +1 888 123 5555
Senior Director - Application
Company 30 Firstname Surname +1 888 123 5555
Environment Engineering
Company 31 SM Application Architect Firstname Surname +1 888 123 5555
Company 32 AVP of IT Firstname Surname +1 888 123 5555
Company 33 IT Infrastructure Supervisor Firstname Surname +1 888 123 5555
Company 34 VP of Application Development Firstname Surname +1 888 123 5555
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8. VMware Inc - Profiling Report 10/09/2010
Company 35 Enterprise System Engineer Firstname Surname +1 888 123 5555
Director of Application Development
Company 36 Firstname Surname +1 888 123 5555
SOA
Company 37 CTO Firstname Surname +1 888 123 5555
Company 38 Senior Developer & Tech Lead Firstname Surname +1 888 123 5555
Enterprise Application Integration
Company 39 Firstname Surname +1 888 123 5555
Director
Company 40 Web Developer Firstname Surname +1 888 123 5555
Director of Information Security &
Company 41 Firstname Surname +1 888 123 5555
Architecture
Senior Manager - Application
Company 42 Firstname Surname +1 888 123 5555
Development
Company 43 Supervisor of Nuclear IT Development Firstname Surname +1 888 123 5555
Company 44 Senior Database Developer Firstname Surname +1 888 123 5555
Director of Commercial Data
Company 45 Firstname Surname +1 888 123 5555
Development
Company 46 Manager of Application Development Firstname Surname +1 888 123 5555
Company 47 Application Development Firstname Surname +1 888 123 5555
Company 48 Web & Application Servers Manager Firstname Surname +1 888 123 5555
IT Tech Principal - Software Development
Company 49 Firstname Surname +1 888 123 5555
- Applications
Company 50 VP Mainframe Development Firstname Surname +1 888 123 5555
Company 51 Development Lead Firstname Surname +1 888 123 5555
Company 52 Data Center & IT Operations Manager Firstname Surname +1 888 123 5555
Company 53 Director Application Development Firstname Surname +1 888 123 5555
Company 54 Senior Application Developer Firstname Surname +1 888 123 5555
Company 55 CTO Firstname Surname +1 888 123 5555
Company 56 IT Support Analyst Firstname Surname +1 888 123 5555
Company 57 Senior Application Developer Firstname Surname +1 888 123 5555
Company 58 Enterprise Application Group Firstname Surname +1 888 123 5555
Company 59 Infrastructure Manager Firstname Surname +1 888 123 5555
Company 60 Manager - IT Operations Firstname Surname +1 888 123 5555
Company 61 Application Developer Firstname Surname +1 888 123 5555
Company 62 IT Manager Firstname Surname +1 888 123 5555
Company 63 Application Development Manager Firstname Surname +1 888 123 5555
Company 64 IT Infrastructure Firstname Surname +1 888 123 5555
Company 64 Principal Software Engineer Firstname Surname +1 888 123 5555
Company 65 Director - Technology Firstname Surname +1 888 123 5555
Technical Software Development
Company 66 Firstname Surname +1 888 123 5555
Manager
Company 67 Application Architect Firstname Surname +1 888 123 5555
Company 68 Web Developer Firstname Surname +1 888 123 5555
Company 69 IT Manager Firstname Surname +1 888 123 5555
Company 70 Manager Application Development Firstname Surname +1 888 123 5555
Company 71 IT Development Director Firstname Surname +1 888 123 5555
Company 71 Enterprise Applications Director Firstname Surname +1 888 123 5555
Company 72 Technology Information Officer Firstname Surname +1 888 123 5555
Company 73 VP of IT Technical Services Firstname Surname +1 888 123 5555
Company 73 IT Director - Applications Development Firstname Surname +1 888 123 5555
Company 74 IT Manager Firstname Surname +1 888 123 5555
Company 74 Enterprise Applications Architect Firstname Surname +1 888 123 5555
Company 74 Applications Developer Firstname Surname +1 888 123 5555
Company 75 IT Director Firstname Surname +1 888 123 5555
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Corporate Information Technology
Company 76 Firstname Surname +1 888 123 5555
Applications Manager
Company 77 Senior Applications Developer Firstname Surname +1 888 123 5555
Company 78 Senior Network Analyst Firstname Surname +1 888 123 5555
Company 79 Technical Lead Firstname Surname +1 888 123 5555
Company 80 Director - Applications & Infrastructure Firstname Surname +1 888 123 5555
Company 81 Application Architect Firstname Surname +1 888 123 5555
Company 82 Senior Developer Firstname Surname +1 888 123 5555
Company 83 Director of IT Development Firstname Surname +1 888 123 5555
Company 84 Senior Oracle Engineer Firstname Surname +1 888 123 5555
Company 85 Manager of Application Development Firstname Surname +1 888 123 5555
Company 86 IT Director Firstname Surname +1 888 123 5555
Company 87 IT Architect Firstname Surname +1 888 123 5555
Company 88 VP of IT & Operations Firstname Surname +1 888 123 5555
Company 89 Senior Application Developer Firstname Surname +1 888 123 5555
Company 90 IT Infrastructure Specialist Firstname Surname +1 888 123 5555
Company 91 IT Application Development Consultant Firstname Surname +1 888 123 5555
Company 92 IT Architect & DBA Firstname Surname +1 888 123 5555
Company 93 VP IT & Operations Firstname Surname +1 888 123 5555
Company 94 Director Enterprise Architecture Firstname Surname +1 888 123 5555
Company 95 Technical Applications Manager Firstname Surname +1 888 123 5555
Company 96 Solutions Architect Firstname Surname +1 888 123 5555
Company 97 IT Security Director Firstname Surname +1 888 123 5555
Company 98 Manager Database Technologies Group Firstname Surname +1 888 123 5555
Company 99 SVP of IT Firstname Surname +1 888 123 5555
Company 100 Java Architect Firstname Surname +1 888 123 5555
Company 101 Senior Software Developer Firstname Surname +1 888 123 5555
Company 102 Senior Solutions Architect Firstname Surname +1 888 123 5555
Company 103 Network Analyst Firstname Surname +1 888 123 5555
Company 104 IT Director Firstname Surname +1 888 123 5555
Company 105 Senior Network Architect Firstname Surname +1 888 123 5555
Company 106 Director of Application Firstname Surname +1 888 123 5555
Company 107 IT Security Director Firstname Surname +1 888 123 5555
Company 108 Software Application Architect Firstname Surname +1 888 123 5555
Company 109 CTO Firstname Surname +1 888 123 5555
Company 110 Technical Lead Firstname Surname +1 888 123 5555
Company 111 VP Engineering Firstname Surname +1 888 123 5555
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10. VMware Inc - Profiling Report 10/09/2010
Target 250 - Contact Details
Campaign Manager – Cassidy Helmken (US) Target 250 Inc. - US Office
Office: +1 973 267 5530 x. 1109 1170 Headquarters Plaza
Email: cassidy.helmken@target250.com Morristown, NJ 07960
Sales Executive – Joe Patterson (UK) Target 250, Ltd. - Headquarters
Office: +44 20 7637 1331 x. 4102 Tennyson House
Mobile: +44 750 786 2594 159-165 Great Portland Street
Email: joe.patterson@target250.com London, W1W 5PA
www.Target250.com
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