How VMware is using VisibleThread to Increase Quality & Drive Efficiency

© 2015 VMware Inc. All rights reserved.

How VMware is using VisibleThread to Increase Quality & Drive Efficiency

Peter BrandanoGeoff d’AlelioVMware Technical Program Managers

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Operational Notes

1. Call will last about 45 minutes.

2. Please ask any questions using the ‘Questions’ facility.

3. We’ll make the recording available in next few days. We’ll mail you once available.

4. We’ll make these slides also available.

5. Q&A at end

About VMware

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Founded in 1998

Revenues of $6.04 Billion in 2014

More than 18,000 employees worldwide

serving more than 500,000 customers

Headquartered in Palo Alto, California

with offices in more than 100 countries

VMware’s Worldwide Presence

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Europe, Middle East, and Africa (EMEA)

Americas Asia Pacific & Japan(APJ)

Organization, Roles and Alignment

Pursuit and Capture Roles– Provide Expertise and Leadership; Shape and Win Strategic Programs

• Pursuit Manager: Shaping Strategies

• Capture Manager: Win Strategies and Tactics

• Technical Program Manager: End-to-End, Technical Strategies, Solutions

• Proposal Manager: Lead/Coordinate all Cross Functional Proposal Content

– Lead P&C Strategic Programs Pipeline: Identification

– Participate with Program Selection and Priority

– Goaled to Win

– 6 Capture Managers aligned by sub-segments:• SLED:

• National Security/Healthcare:

• National Security:

• DoD/Civilian:

– 3 Technical Program Managers

– 1 Proposal Manager

– 1 Sr. Strategist

– 2 Contracts Manager• SLED

• Federal

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Pursuit and Capture Team

Before and After Introducing VisibleThread

• Current Work Products

– Blue Team Deck: This deck provides the Pursuit Summary, Strategy, SWOT, etc. to enable a go-no go decision and to set the strategy, themes and direction for the capture effort.

– Technical Requirements Traceability Matrix (RTM): TPM uses VT to produce RTM which provides technical requirements traceability, compliance check, gap ID, product mapping, and technical prose for VMware & partners.

• New Work Products Enabled by VT

– Auto SWOT: Capture Manager (CM) will use VisibleThread (VT) to produce an RTM which categorizes requirements by VMware Strengths, Weaknesses, Opportunities, and Threats to aid in building true SWOT.

– Customer Language Discovery: Proposal Manager (PM) will use VT to generate a heat map of word frequency found in RFP and provide it to writers as a list of customer terms for use in the response. (i.e. Service Desk vs. Help Desk)

– Pricing, Contracts & Legal, Management & Delivery, Proposal, and Master (roll up) RTMs: These new work RTMs provide requirements traceability, proof of compliance, gap identification, and prose for VMware and partners in each of the named domains. The master RTM provides a summary view of all RTMs for the CM.

– Structure, Readability, and Acronym Analysis reports: These reports, which are generated automatically by VT for the proposal manager will provide inline comments and metrics for pink, red, and gold reviews on compliance to structure, readability, and proper acronym definition.

– Past Performance RTM: This document will shred our final proposal on products, partners, etc. for use in past performance and content reuse.

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P&C Work Package Life Cycle

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Pursuit Blue Pink Red Gold White Delivery

Auto SWOT - CM

Customer Language Discovery - PM

Technical RTM - TPM

Contracts & Legal RTM – Contracts Mgr.

Pricing RTM – Pricing Mgr.

Management & Delivery RTM – CM

Proposal RTM – PM

Blue Team Deck – CM

Red RTMs - All

Red Architecture & LOM - TPM

Red Pricing & BOM - Pricing

Red Draft Response - All

Red Structure Analysis - PM

Red Readability Analysis - PM

Red Acronym Analysis - PM

Pink RTMs - All

Pink Architecture & LOM - TPM

Pink Pricing & BOM - Pricing

Pink Draft Response - All

Pink Structure Analysis - PM

Pink Readability Analysis - PM

Pink Acronym Analysis - PM

Gold RTMs - All

Gold Architecture & LOM - TPM

Gold Pricing & BOM - Pricing

Gold Draft Response - All

Gold Structure Analysis - PM

Gold Readability Analysis - PM

Gold Acronym Analysis - PM

Final Pricing & BOM - Pricing

Final Response - All

Past Performance RTM - PM

Developing Areas of Responsibility

• RFP Document Shredded into Separate Areas of Responsibility

– Proposal

– Pricing

– Contracts and Legal

– Management and Delivery

– Technical

• Master Dictionary's used to build MASTER_Workpackages

– MASTER_Proposal

– MASTER_Pricing

– MASTER_Technical

– MASTER_Contracts and Legal

– MASTER_Management and Delivery

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Master Dictionary Development Workflow

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Resultant Search Dictionaries

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Customer Language Discovery

11Pursuit

Master “Roll-Up” RTM

12Blue Pink Red Gold

Management & Delivery RTM


Contracts and Legal RTM


Pricing RTM


Proposal RTM


Technical Requirements Traceability Matrix (RTM)


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Readability Analysis

19Pink Red Gold

Readability Analysis - Demonstrating Improvements

20Pink Red Gold

Structure Analysis

21Pink Red Gold

Processes and Procedures WIKI- CONFLUENCE

22CONFIDENTIAL

Making Order out of Chaos

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Thank You

How VMware is using VisibleThread to Increase Quality & Drive Efficiency

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