VisibleThread Users Conference 2018 - How VMware is using VisibleThread to Increase Quality & Drive Efficiency

1. Confidential │ ©2018 VMware, Inc.
How VMware is using
VisibleThread to Increase
Quality & Drive Efficiency
VMware Technical Program Manager/GEH
February 28, 2018
&
Geoff d’Alelio, PMP | VSP | CSM | ITIL

2. 2Confidential │ ©2018 VMware, Inc.
Geoff d’Alelio
Technical Program Manager
B.S. Computer Engineering, Iowa State University
30 Years in the Technology across industry
• Aerospace
• Defense
• Financial
• Law Enforcement
• NFL
• Peace Corps
• Hobbies
• Motorsports
• Hunting & fishing
• Tech gadgets – Internet of Things (IoT)

3. About VMware
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

4. VMware’s Worldwide Presence
Europe, Middle East, and Africa
(EMEA)
Americas Asia Pacific & Japan
(APJ)

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• Proposal Manager
• Capture Manager
• Technical Program Manager
• Contracts Manager
• State and Local, Education
(SLED)
• Defense (DoD)
• National Security (IC)
• Civilian (CIV)
• Healthcare
• Proposal Manager - 1
• Capture Manager – 5
• Technical Program - 3
Managers
• Contracts Manager - 2
VMware Pursuit and Capture (P&C) Roles
Provide Expertise and Leadership; Shape and Win Strategic Programs
Roles
Capture Manager Alignment by
Segment
Breakdown of Team

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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.
Before and After Introducing VisibleThread
Adding processes and tools

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P&C Work Package Life Cycle
Artifacts by Proposal Lifecycle Phase
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

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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
Developing Areas of Responsibility
Divide and Conquer!

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Master Dictionary Development Workflow
How we created our master dictionary of terms

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Resultant Search Dictionaries
Dictionary Creation

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Customer Language Discovery
Do we speak their language?
Pursuit

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Master “Roll-Up” RTM
Work package overview
Blue Pink Red Gold

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Management & Delivery RTM
Professional Services View of Requirments
Blue Pink Red Gold

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Contracts and Legal RTM
Where can we get in trouble?
Blue Pink Red Gold

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Pricing RTM
How do they want this priced?
Blue Pink Red Gold

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Proposal RTM
Responsibility Matrix
Blue Pink Red Gold

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Technical Requirements Traceability Matrix (RTM)
Shredding Requirements across our capabilities
Blue Pink Red Gold

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Readability Analysis
Initial Analysis...
Pink Red Gold

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Readability Analysis - Demonstrating Improvements
How did the changes improve the quality?
Pink Red Gold

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Structure Analysis
So did they adhere to the Proposal outline?
Pink Red Gold

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Processes and Procedures WIKI- CONFLUENCE
Step, by Step...
CONFIDENTIAL

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Making Order out of Chaos
Standards and Naming Conventions...

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Thank You