[nisegami]

>Is that $8m worth it if in aggregate you spending an equal amount of time on that account as you are on a $20-30m account?

I think it depends? Let's assume that both accounts are profitable overall, but one is massively more profitable. The logic to cut off the $8m account makes sense if you can move those resources towards more $20m accounts. But that isn't something that is necessarily possible, is it? There's only so many of those $20m customers out there.

This obviously changes if the $8m customer is not profitable or is just _that_ unpleasant to work with.

[alephnerd]

> But that isn't something that is necessarily possible, is it

At VMware size it absolutely is.

I've worked on accounts at similarly sized vendors and even AV or Endpoint spend will be in the $1-5M range alone even if per unit price is in the $20-30 range.

With a backbone product like VMware, you can safely assume spend is 4-6x as you will be bundling network security along with IT infra.