Home > Blogs > Power of Partnership

Not a Journey But An Expedition— Partner Exchange @ VMworld 2015 U.S. Recap

Screen Shot 2015-08-31 at 3.26.48 PM

This year’s theme, Ready for Any, made its way through the weekend as over 1,300 of you attended Partner Exchange @ VMworld 2015, and received the training and insight necessary to hold valuable conversation with the greater VMware customer community throughout the week.

The event kicked off on Saturday, August 29th with partner boot technical camps and continued on Sunday August 30th with partner keynotes and sessions, making VMworld the partner destination for technical and services enablement.

These sessions took place on VMware’s Palo Alto campus, and included:

  • Advanced Networking Virtualization
  • Advanced Desktop Virtualization
  • Server Virtualization
  • AirWatch Mobility Management

This year, we added more dedicated partner content and enablement than ever before, while offering a detailed preview of our 2016 roadmap. We did this to ensure Partner Exchange acts as a catalyst towards helping you accelerate your sales cycle with customers throughout the week.

Screen Shot 2015-08-31 at 3.23.22 PM

On Sunday, August 30th, the Partner General Session took place at Moscone West, and was hosted by Ross Brown, Senior Vice President, Worldwide Partners and Alliances. Ross outlined the 3 goals of the new Partner Exchange at VMworld :

  1. Bring our partner and customer technologists together to see the future
  2. Create an environment where partners can guide your customers through our technology to your solution
  3. Give us a chance to connect as a partner community and build more business together

He also shared a bit about himself and let all partners know that,

“We at VMware want to earn the right to be a key part of your business”. He also shared that in his experience, the “best businesses are consistent, predictable and profitable”. Ross laid out VMware’s journey to One Cloud, Any Application, Any Device and shared his priorities for the partner community:

  • Profitability
  • Services capability
  • Ease of doing business / channel conflict

During the General Session, Bill Fathers, VMware EVP & GM of Cloud Services, Raghu Raghuram, VMware’s EVP and GM of the Software-Defined Data Center, Sanjay Poonen, VMware’s EVP and GM of End-User Computing and Martin Casado, SVP of Networking and Security, spoke to partners exclusively on their individual charters in advance of their VMworld keynotes today. In doing so they were able to provide context around the strategy and the role partners play in executing

VMware’s CEO Pat Gelsinger gave his perspective on our journey and the ways in which VMware is uniquely positioned to help partners be successful as they help their customer’s transition from the client-server era to the mobile-cloud era. He reiterated VMware’s clear destination as One Cloud, Any Application, device and summarized by saying “We believe we are a unique partnership to accomplish this journey together”.

Carl Eschenbach, VMware President and COO, then closed out the General Session asking partners to join the bold expedition that Pat is leading us on, and concluded with a fireside chat asking Ross what it means to be leading VMware’s Partner Ecosystem. Carl asked Ross to deliver on the following:

  • Continuing to ensuring partner profitability and predictability
  • Increasing partners services capability and profitability
  • Helping partners guide customers through the transition to One Cloud, Any Application, Any Device

The General Session was followed by three Route-to-Market keynotes, led by VMware senior executives. These sessions were targeted towards Service Providers/ISV’s, SISOs, and Resell partners, and customized to fit partner engagement models with customers.

Over 50 Breakout Sessions were available to partners and were rich with content and designed to meet their business needs. These sessions covered four areas including: Technical, Business, Services and Cloud. Additionally, VMware field/sales content was shared for additional insight.

New this year, only partners with the Partner Exchange ‘Add On’ pass, have access to the exclusive Partner Lounge. The Partner Lounge will include an “Ask the Executives Series”, held Monday-Wednesday from 12:00PM-3:45PM. These sessions will leave the floor open to discussion with various VMware executives. Today we hosted 7 executives with partners enjoying the opportunity to dialogue with partner senior leadership . The Partner Exchange Lounge will also house our own exclusive Hands-on-Labs Hotspot.

We continued our theme of targeting our route-to-market partners with specific activities including:

  • Resellers meeting for a fiesta
  • Service Provider/ISV partners meeting an afternoon pick-me-up
  • SI/SO recharging over smoothies

Learn more about the additional Partner Lounge events taking place throughout the week.


In addition to Partner Exchange @ VMworld 2015, VMware will host our first ever Partner Leadership Summit taking place March 6-9, 2016 in Scottsdale, AZ. This invite-only event will focus on our C-Level Business audiences within our top partners.

We hope you have enjoyed Partner Exchange as much as we have. There is a lot more to explore and learn as the week continues with VMworld 2015. Don’t forget to engage with your fellow partners and customers and get enabled. We look forward to seeing you next year as we continue to be Ready for Any.

The VMware Partner Network Team




The 2016 VMware Partner Innovation Awards- Call for Nominations

Screen Shot 2015-08-26 at 12.21.13 PM

Each year, VMware recognizes its partner ecosystem for their demonstrated excellence and achievements during the Partner Innovation Awards, previously known as the Global Partner Award ceremony. Partner award recipients from around the world receive acknowledgement for their excellent performance and notable achievements in their partnership with VMware.

VMware, together with the VMware Partner Network, continue to empower business transformation in the mobile cloud era for organizations of all sizes. We’re proud to acknowledge and honor this year’s award winners at the Partner Leadership Summit taking place in Scottsdale, AZ, March 6-9, 2016.


The winners will be selected based on the criteria put in place for each award as they relate to growth, sales, net new customers, and marketing. Nominations will open September 1, 2015 and will close October 31, 2015 at 11:59pm PT.

To submit a nomination, please visit Partner Central on September 1, 2015.


  • Participating partners must be registered in VMware Partner Network and be in good standing on September 1, 2015.
  • Participating partners may submit no more than one entry per category.
  • Entries must be submitted in English.
  • Entries must cover achievements during VMware’s Fiscal 2015 year (January 2015 – October 2015).


Winners will receive the following benefits:

  • Recognition at the Partner Leadership Summit in Scottsdale, Arizona in March 2016
  • Recognition at VMworld 2016, including pull up banner, slide within keynote, and company page in the VMworld guide book
  • Partner Exchange 2016 Passes
  • Personalized Award
  • Promotion of company name and award on Partner Central
  • Co-branded Press Release
  • A Blog Post on the VMware Power of Partnership site
  • A Blog Post on The Partner News Blog
  • Use of the exclusive 2016 Global Partner Awards logo on web/email

We look forward to reading your nominations.

The VMware Partner Network Team

Get Back on Track with PEX @ VMworld 2015

Screen Shot 2015-08-17 at 10.34.18 AM

Hey Management Partners —

Have you built out your Partner Exchange @ VMworld 2015 conference schedule? If not, be sure to add the recommended management, sales & technical sessions below to your Sunday (8/30), Partner Exchange agenda.

Business Track

8:30 – 9:30 AM PAR6387
What’s New with vSphere with Operations Management

1:30 – 2:30 PM PAR6386
SDDC Vision, Strategy and Opportunity for Partners

1:30 – 2:30 PM PAR6534
The vSphere Optimization Assessment (VOA): Best Practices for Closing a Virtualization Deal in 30 Days or Less

2:45 – 3:45 PM PAR6379
Winning with Cloud Management – Why Management Matters to You and Your Customers

Technical Track

8:30 – 9:30 AM PAR6421
Best Practices For Deploying IaaS with vCloud Suite and vRealize Automation

11:30 – 12:30 PM PAR6420
How to Demo and Run an Evaluation for vSphere with Operations Management

1:30 – 2:30 PM PAR6411
PSE: SDDC Assess, Design and Deploy 2.0 – Whats New?

2:45 – 3:45 PM PAR6021
vSphere Optimization Assessment Revived

4:00 – 5:00 PM PAR6422
Understanding the Forest from the Trees: Insight into the VMware Cloud Management position amongst the crowded vendor landscape

For more information on Partner Exchange or to register, click here.

The VMware Partner Network Team

Welcoming Ross Brown as VMware’s New Channel Chief During PEX @ VMware 2015

With Partner Exchange nearly two weeks away, everyone at VMware has been busy getting ready for the IT event of the year. To further add to our excitement, Partner Exchange will be the perfect platform for you to meet VMware’s new Channel Chief, Ross Brown, SVP of the Worldwide Partner Organization.

On Sunday, August 30th, hear from Ross and other VMware executives at the Partner General Session, and get a sneak preview of all the great content your customers will hear throughout the week. Watch the short video below to hear from Ross.

This year, join us in the Partner Lounge for an “Ask the Execs Series”, where you can have open discussions with some of VMware’s top leaders throughout the week. You can also stop by to recharge you battery, book a meeting room, or grab a cup of coffee to network with your peers.

Speaking of networking, there will be plenty of time to network at the Route-to-Market VMware hosted happy hours and coffee breaks. Click here for a detailed schedule of Partner Lounge events.

You can’t afford to miss Partner Exchange @ VMworld in San Francisco. Here are four reasons this event will benefit you:

  1. Help align your go-to-market focus areas with VMware’s
  2. Give you access to more enablement and dedicated partner content
  3. Allow you to spend more time with your customers at VMworld
  4. Provide tools you need to accelerate the sales cycle

It’s not too late to register for the IT event of the year. Join us as we get Ready for Any. We look forward to seeing you there.

The VMware Partner Network Team


The Lowdown on the PEX Lounge @ VMworld 2015

Screen Shot 2015-08-11 at 2.30.56 PM

This year at VMworld 2015, the Partner Exchange Lounge will be bigger and better than ever. It will also be bursting at the seams with some exciting opportunities planned specifically with partners in mind.

For those that have purchased the Partner Exchange add-on pass, you are welcome to visit the lounge at anytime to charge your devices at one of our many charging stations, grab some coffee and snacks, and network with your peers. The lounge is located in the 3rd floor atrium of Moscone West and will be open during the following times:

  • Sunday, August 30, from 8:30 AM – 5:00 PM
  • Monday, August 31, from 11:30 AM – 6:00 PM
  • Tuesday, September 1, from 10:30 AM – 4:30 PM
  • Wednesday, September 2, from 8:30 AM – 5:00 PM
  • Thursday, September 3, from 10:30 AM – 12:30 PM

Partner Exchange attendees will also be invited to participate in the following exclusive events within the lounge:

Ask the Execs Series

This is your chance to have open discussions with some of VMware’s top leaders. Check out the schedule, come prepared with a few questions, and don’t miss out on this incredible opportunity.

Monday, August 31st

Time Executive
12:00-12:45 Erik Frieberg, VP EUC Product Marketing
Bob Schultz, VP Chief EUC Strategy Lead
1:00-1:45 Bask Iyer, SVP & CIO
2:00-2:45 Ross Brown, SVP Worldwide Alliances and Partners
3:00-3:45 Loretta Brown, VP Federation Alliance
Andrew Clay, Pivotal, Sr. Director of Technology
Jim Quercetti, EMC, Director, Channel Sales Strategy
Bill Taylor, VCE, VP of Channel Sales

Tuesday, September 1st

Time Executive
12:00-12:45 Howard Hall, Senior Director, Global Tech Partner Org.
1:00-1:45 Allyce Mardesich, Director, Partner Investments
2:00-2:45 David Parsons, VP, SISO

Ajay Patel, SVP, Cloud Services, Product Development

Wednesday, September 2nd

Time Executive
12:00-12:45 Teri Bruns, VP, Partner Services, GPO
1:00-1:45 John Gilmartin, GM & VP, SDDC Suite BU
2:00-2:45 Hatem Naguib, VP, Networking & Security
3:00-3:45 Chris Wolf, VP & CTO, Americas

Networking “Happy” Hours

Join us for three unique networking events taking place on Monday, August 31-Wednesday, September 2. Each session is specifically designed for partners with similar Route-to-Market strategies, and will offer an opportunity to mix and mingle among peers and VMware professionals in an enjoyable setting.

  • Resellers are invited to join us for a fiesta on Monday from 5-6pm and network over margaritas and Mexican brewed beers
  • Service Provider/ISV partners are encouraged to come by on Tuesday 1-2pm for an afternoon pick-me-up, consisting of gourmet coffee, delectable dessert, and distinguished discussion
  • SI/SO partners will be provided with the chance to relax & recharge after a long week at VMworld. The will be done over revitalizing smoothies and refreshing conversation on Wednesday from 2-3pm.

Hands-On Labs Hotspot

Avoid long VMworld lines and use our Hands-on Labs Hotspot conveniently located in the lounge. Not only will this provide a chance to try out the latest and greatest VMware products, but the completion of the lab will count towards Partner University Credits, Leaderboard Standing, and 2015 VTSP Accreditations.

Meeting Rooms

You will have exclusive access to two private meetings rooms in order to convene with customers, PBMs, or each other. These will be available Sunday through Wednesday and booked on a first-come, first-serve basis. Reservations can be made throughout VMworld at the Lounge welcome desk.

It’s clear that the Partner Exchange Lounge is the place to be for partners. To gain access to the Partner Exchange Lounge, register for Partner Exchange @ VMworld 2015. Don’t forget to follow us on Twitter at @VMwarePEX to keep up with exciting news, updates, and offerings.

The VMware Partner Network Team

Screen Shot 2015-08-11 at 2.09.05 PM

ISVs and Service Providers Join Together To Help Customers Take Advantage of Cloud Services at Partner Exchange @ VMworld 2015

Bringing it All Together— As we continue to invest in our Service Provider and our ISV community, we’re offering a targeted keynote and breakout sessions designed to help accelerate your business in the new cloud era and focus on enabling you to go-to-market with a SaaS model. We will also take a deeper dive and discuss how VMware and vCloud Air are providing solutions to monetize the shift to Hybrid Cloud in 2015.

Don’t miss the top Service Provider & ISV focused sessions, only available at Partner Exchange @ VMworld on Sunday, August 30. Here is one to keep your eye on:

  • (RTM6805) Service Provider and ISV Partner Keynote- Join Ajay Patel, SVP, Product Development, Cloud Services, for an update on VMware’s ISV and Service Provider programs.  Learn how by partnering with VMware you can enable organizations to quickly and safely take advantage of the benefits of Cloud Services while extending and maximizing their existing IT investments.

Watch Ajay Patel in this short video on Partner Exchange at VMworld 2015 – ISV/Service Provider Keynote Preview

To sign up for these sessions and others catered to your needs, please register for Partner Exchange and use your username and password to log in to the Schedule Builder. From there, you can select a session of your choice from the Content Catalog and click the “+” symbol to add it to your agenda.

Join us at this inaugural event and be part of Group Discussions, VMware Hands-on Labs and targeted Product Expert Sessions surrounded by your peers and VMware thought-leaders.

Get Ready for Any at Partner Exchange @VMworld 2015 – we look forward to seeing you there.

-The VMware Partner Network Team 

Get Ready for Any By Building Out Your VMworld 2015 Conference Schedule

As you already know, VMworld 2015 U.S. is taking place from August 30 – September 3 in San Francisco, but you can let your experience begin now. The 2015 Schedule Builder is open. If you haven’t done so already, get registered so you can access all the content rich sessions, keynotes and more. As some sessions fill up quickly, there is no better time than the present to get registered.

With incredible content, valuable training, and priceless networking, VMworld gives you a take-home tool kit to master the power of ANY—on tablets and mobile devices, in development platforms, and through mobile applications. There’s no better way to take on the latest advances in virtualization and the cloud.

Here are four reasons Partner Exchange @ VMworld 2015 will benefit you:

  1. Help align your go-to-market focus areas with VMware’s
  2. Give you access to more enablement and dedicated partner content
  3. Allow you to spend more time with your customers at VMworld
  4. Provide tools you need to accelerate the sales cycle

Watch this short video below to learn how attending Partner Exchange @ VMworld 2015 makes sense for your business.

Are you Ready for Any? Register now to build your conference schedule and find out. Hurry—before your top sessions fill up!

We will see you there,

The VMware Partner Network Team

Don’t Leave Money on the Table… 2H Power Plays Are Here

As the VMware portfolio continues to grow we want to provide you with focus for delivering on our Software-Defined Data Center, Hybrid Cloud, and Business Mobility visions. There is tremendous opportunity to accelerate our transactional business together. Here are the Power Play Products for the 2nd Half of 2015 to keep an eye on: VMware vSphere with Operations Management, VMware Virtual SAN, VMware vCloud Air Disaster Recovery and AirWatch (New for H2).

The Mobile market is set to grow in excess of $5B by 2017. AirWatch is the undisputed leader in the Enterprise Mobility Management industry – and we see major opportunity for you to cross-sell these offerings into existing accounts and open the door to new accounts.

Watch this short video to learn more about the Power Play opportunity:

Aside from providing you with focus across our portfolio, Power Plays  also give you:

  •  Maximum partner incentives and aligned end-customer promotions
  • Simplified Learn, Market, and Sell assets
  • Product Assessments (VOA and VSAN Assessments – view the links on the Power Play Page under the Assessments Tab)

Visit the Power Play page to review the incentive information and prepare for sales conversations. Be sure to leverage the “learn, market and sell” assets, and drive demand via the VMware Partner Demand Center. Don’t leave money on the table.

The VMware Partner Network Team

Let’s Syndicate – VMware’s Web VOA Launch

Screen Shot 2015-07-17 at 12.36.57 PM

Calling all NORAM and EMEA Partners! VMware is about to make your life even easier. The new vSphere Optimization Assessment (VOA) trial is now available through Website Content Syndication on Partner Demand Center.  This Demand Center offering provides partners with an easy and automatic way to feature VMware product offerings and content straight to your website.

As part of the Power Play, Operations Management is the key entry point into realizing a Software Defined Data Center.  With vSphere Optimization Assessment, you can create demand with campaigns while driving customers to the new VOA landing page. We’ll take your customers straight to the drawing board and walk them through a VOA whiteboard video, teaching them how it works and the value they will receive.

vSOM and vR Ops 6.0 launched early this year and enabled the VOA to have product generated reports. Now you can say goodbye to manually loading the .PAK files for reports when conducting a VOA and welcome the new product trial landing page with a special download of vSphere Optimization Assessment and vR Ops 6.0 that contains the product generated reports built into the evaluation software, saving you time

Your customers will then be able to download the evaluation software and access the new product generated reports, all while you assist them through the process and close deals faster.

So, how do you get started syndicating the new web VOA? Go to the Partner Demand Center and click on Website Content Syndication to get started today. Next, you can set your website content syndication up in 3 quick and easy steps:

  1. Start with a blank page on your website
  2. Add a few lines of VMware content syndication code
  3. Syndicate VMware content automatically

You’ll never have to worry about if you’re delivering the most up-to-date and accurate information again. Learn more by listening to the recording of the VMlive training from July 6th. To learn more about the VOA 2.0, go to www.vmware.com/go/vsphereoptimization

The VMware Partner Network Team

Training and Certifications Take VMworld 2015 to New Heights

Screen Shot 2015-07-08 at 12.20.37 PM

Your partner success depends not only on the use of industry-leading products, but also on having the knowledge and skills required to best extract value from those virtualization and policy-driven automation technologies. Our extensive training and certification programs are integral to the delivery of your strategic initiatives. They help you build the skills and experience you need to effectively design, deploy, operate your VMware platform and evolve your organization.

During VMworld 2015, we offer several training and certification programs to help you realize material business value from your VMware and other IT investments. VMworld 2015 includes multiple ways to save on training and certification that can be added to your event registration.

VMworld 2015 US
August 30 – September 3, San Francisco, CA

Discounted Pre-Conference Training Classes
25% off On Demand Courses
VMware Learning Zone for Just $500
Half Price Certification Exams

VMworld 2015 Europe
October 12-15, Barcelona, Spain

Discounted Pre-Conference Training Classes
25% off On Demand Courses
VMware Learning Zone for Just $500
Half Price Certification Exams

Learn more by visiting the VMware Education page and VMworld.com. We will see you there!

The VMware Partner Network Team