Page 12 - SPARK Q3 2018

IB Services
About the Team:
IB services is a team that takes pride in contributing to 45% of the total revenue to the VMW business.
IB services comprises of Renewals, Entitlement and ELA IB teams. . The team has its presence across
Bangalore, Pune and Costa Rica (upcoming Centre in Sofia) with a total strength of 150+ team mem-
bers. Renewals business was transitioned in 2015. Renewals team works closely with sales, also works
with several teams to give out the quotes to ELA and Non ELA contracts. averaging more than 150,000
renewal quotes per quarter.. Since then it has made a tremendous contribution in terms of business by
contributing 40 plus % revenue generation. The support is provided 24/5. Renewals provides 3 types of
quotes which is categorized based on the customers requirement. The team deals with the standard
quotations, Special pricing quotations and RELA quotations. The team believes in the quote “Customer
is king” and exhort themselves to give a high priority to customer satisfaction.
Key Achievements :
ELA IB has been a key corroborator for Sales for last 8 years. Team has been working along with Deal
Desk, meticulously providing quotations which are the prerequisite for any good deal to initiate ELA IB
fundamentally deals with Enterprise License Agreement customers, i.e. ELA customers. Whereas, its
counterpart Renewals team looks after the Non-ELA customers.
IB Services as a team has proven to be a one stop shop for world class Install Base services, acting as
support structure to the License Compliance organization, all while maintaining quality and keeping up
with the ever increasing list of customer Install Base.
With its years of expertise in the Install Base, IB Services, is now emerging as a “trusted advisor” for
Sales through the newly introduced IB Advisory team. Advisory team provides Sales with customer
friendly IB Reports along with the right information allowing them more field time. Thereby, facilitating
their engagement with customers.
Entitlement team takes care of the compliance part of the IB services business, closely working with au-
dit firms to provide details regarding authenticity of IB customers and performing audits, thereby ensur-
ing the legal and compliance standards.
The IB services team is Endeavoring towards the motto “Get it done. Do it right the first time.