Land and Expand Win

Land and Expand wins are exciting opportunities to grow relationships, and Nvidia is the perfect example of how strong relationships, and a quick thinking CSE, produce a win.

Nvidea and VMware, through credits, signed a SOW for numerous SAP Health Checks and Design Reviews with Civatree as the subcontractor. Just before we were to start the engagement it became apparent the client had a more urgent need, NSX design and implementation. Kent Wisenor, CSE West, quickly pivoted and redid the SOW, and had Civatree and our mother company, ESI Technologies, complete the engagement under VMware.

Lessons learned: SAP services are most critical with every account. SAP runs their everyday business. VMware earns continued trusted advisor status by delving into that part. The client felt comfortable to switch on the fly and bring in another important service.

On average once we start an engagement, we end up expanding the wallet spend with other VMware solutions like SRM and vROps. Congrats to Kent for his quick thinking!