Case Study: VMware Quote-to-Cash Transformation

Overview

VMware needed to overhaul its global quote-to-cash process to support scale, unify partner channels, and improve sales execution. The stakes were high: billions in transactions, multiple global teams, and a fragmented GTM landscape.

My Role

As Program Lead and Senior Consultant, I was responsible for driving this transformation from vision to execution:

  • Delivered a custom Salesforce-based Q2C platform

  • Managed a global delivery team of 100+ consultants and engineers

  • Acted as trusted advisor to senior GTM and business stakeholders

  • Created the centralized PMO and delivery governance framework

  • Established a culture of collaboration and cross-functional accountability

Business Impact

  • $1B+ in sales volume supported by the new platform

  • 30% improvement in deal velocity

  • Adoption by over 85% of all VMware sales

  • Streamlined partner and channel quoting

  • Improved trust between IT, Business, and Partner teams

What Made It Work

  • Aligned closely with Sales and IT leadership

  • Established an escalation and decision-making structure early

  • Focused on delivery rhythm, not just system design

  • Built a team culture grounded in trust and outcomes