VMware Workspace ONE New-Old SKU Mapping Tool
The Workspace ONE Pricing and Packaging team updated the old SKUs in accordance with customer requests of having flexible options on features such that they would only pay for what they used. The resulting new SKUs had the basic features depending on different use cases and offered optional features as add-ons.
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In order to help the sales team get updated on these changes quickly and communicate with customers who wanted to shift to the new model more efficiently, I created a sales tool using spreadsheet modelling. The tool allowed sales reps to check box the old SKU the customer was on and the features they wanted and it suggested the new SKU and add-ons that would best suit the customer.
Target Personas
Workspace ONE Sales Reps
Other Product Marketing Teams
The Work
Collecting the data and building the model
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Collaborated with the Workspace ONE product marketing team to understand the old and new pricing and packaging model
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Used conditional statements in the spreadsheet model to identify the old SKU and customer needs and map it with the closest new SKU option
Providing demos and working on feedback
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Once the first beta of the tool was ready, provided a demo to 3 Workspace ONE sales reps who provided feedback such as removing the pricing of the SKU and enabling choice of multiple old SKUs
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Worked on the feedback for the updated tool and presented it before the entire End User Computing product marketing team
The Impact
Look-up time reduced by 50%
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Earlier, sales teams would take 5-6 minutes sifting through old and new SKU data to find the appropriate SKU for the customer
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This tool reduced that look-up time by 50%, allowing sales reps to check box and get suggestions within 2 minutes
Model taken up by another product marketing team
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After presenting the tool to all the product marketing teams within End User Computing, the tool creation was taken up by the Horizon team for their old-new SKU mapping as well