Enterprise focus Target mid-market to enterprise IT buyers seeking converged infrastructure and cloud-native solutions. VCE’s positioning around integrated cloud infrastructure and reduced IT complexity presents opportunities for upsell of managed services, licensing, and professional services to streamline migration and operations.

Cost and time savings Emphasize ROI through lower total cost of ownership and faster time to value with converged platforms. Sales can position standardized, validated stacks to reduce integration risk and accelerate project delivery for data center modernization, disaster recovery, and private cloud initiatives.

Cloud modernization Leverage demand for cloud-ready infrastructure to cross-sell hybrid cloud and virtualization services. Engage potential clients pursuing cloud-native architectures, data center consolidation, and scalable IT foundations that align with Dell EMC’s converged platforms.

Strategic partnerships Explore opportunities with large IT service providers and system integrators already referenced in the ecosystem. Partners can co-sell or implement converged solutions, expanding reach into industries with high regulatory and performance requirements such as healthcare, manufacturing, and finance.

Growth signals Monitor for expansion indicators in target accounts such as Q2 revenue growth, cash generation, and strategic shifts toward advanced therapies and specialized solutions. Align messaging to scale deployments, offer financing or repurchase program leverage, and capture larger multi-year engagements.