Page 4 - GLAS Newsletter Q118

GLAS AUDIT AVOIDANCE ASSISTS WITH NEW $9.1MILLION
GLOBAL ELA FOR BT PLC

The VMware account team suspected compliance issues at BT. GLAS engaged with
an audit avoidance letter. The input from GLAS helped provide compelling reasons

for BT to sign a new global ELA.

Result:

The total deal was £9.1Million. The key to the success was having a clearly defined
plan, roles and responsibilities between sales and GLAS, an in depth understanding
of the customer and ensuring they fully bought into the plan.

COMPLIANCE ASSISTANCE / KHUENE + NAGEL

GLAS was asked to assist Sales with a competitive ELA, which required support
from Dell Technologies and VMware management. After providing the Entitlement
Summary which revealed some license management concerns, GLAS assisted Sales
and the customer in shaping the solution.

Result:

$ 3.430 Million win

ARRIS GROUP ELA TRANSFORMS

Arris Group ELAO helped transform the relationship with VMware and allowed

them to plan better for the future.

Result:

Once the reports were delivered, the account team spent the next 12 months
assembling an $2.2Million ELA that met the customers’ needs.

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* A view from Kalyani Magnum Office - Bengaluru, INDIA.