Hello Partners, We've just completed a series of successful working sessions with our partners that I'm excited to share with you.  This year at VMworld Las Vegas and VMWorld Copenhagen, we hosted partner roundtables with many of our top Enterprise Solution Providers.  Our goal was simple, we wanted input from you on what's working and what's not when it comes to our partner programs…and you did not disappoint. 

During both sessions, we brought together key executives from our Enterprise level Solution Providers for a candid discussion regarding the market, the Solution Provider program and to identify ways we can work together for mutual success.   These partners passionately represented the Enterprise Solution Provider Community and I'd like to thank everyone who participated.  We gained eye opening insight from our America's and EMEA partners and are ready to roll up our sleeves and get to work incorporating your valuable feedback. 

So, what did we learn?

Renewals continue to be a key focus area with partners expressing a need for continued improvement and investment in our renewals reporting and portal.  Stay tuned for the launch of myvmware.com in 2012, our first step (more of a leap) towards realizing an inclusive portal for customers containing all license and SNS subscription data in a single location for customers.  In addition, Solution Competencies was also a key topic of discussion.  Everyone agreed that while VMware is in-line with other vendors when it comes to training requirements, we should continue to improve upon the flow of benefits to partners who earn the competency such as leads and the internal and external branding of partners with Competencies.   Partners were also supportive when we discussed the possibility of increasing training requirements within our competencies as mechanism for broadening their reach and expertise within a given solution area.   Many participating partners also shared the need for better awareness, clarity and communication from VMware on our total incentives portfolio including not only Advantage +, but MDF practices Solution Rewards rebates, and the Sales Rewards program.  

We also heard loud and clear our partners continue to look for ways to differentiate themselves to their customers and to VMware and we're intent on helping partners achieve this through Specializations, additional Solution Competencies and continued improvements to our award winning VPN Partner Program branding.  Again look forward to some great announcements on partner branding to customers in 2012.

The good news was feedback was positive on our newly enhanced Partner Central portal, with one partner referring to the new site as "best of breed".   Additionally, partners are eager to hear more about our upcoming Consulting and Integration program as a vehicle for partners who focus more on services and less on traditional license reselling.  Lastly, the creation this year of the Partner Support Center (VMware's new 24×7 global support hotline for partners) was welcome news to everyone to get basic Ad+, MDF, program renewal questions and the list goes on of questions that team can answer!
So do we have work to do?  You bet.  Are we committed to responding to areas of improvement?  Absolutely!  These roundtables are the first of a series of steps VMware is taking to give all partner types a voice.  Stay tuned for upcoming events and some exciting announcements at Partner Exchange in Las Vegas Feb 13th – 16th.  

Register today to take advantage of the Early Bird rate! 

-Colleen Kapase
Sr. Director, Global Partner Strategy