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Partner Exchange 2016 – Can’t Miss Content


It’s only 8 days away – the BIGGEST VMware Partner event of the year!  Before you head to Las Vegas, make sure you are ready to take advantage of the rich content available to you at Partner Exchange including Solution Keynotes, Route to Market and Group Discussions, Technical and Sales Boot Camps, Partner Only Technical sessions and more.

Add the Solution Keynotes on Sunday, August 28th to your schedule and take a closer look at VMware’s strategy delivered by top executives:

PAR10826 “Deliver the Digital Workspace” 1:30pm-2:30pm presented by Sumit Dhawan, SVP & GM, Desktop & Workspace ONE and Jeff Mitchell, VP, Worldwide Head of End-User-Computing.
PAR10788 “Enabling Cloud for Your Customers” 2:45pm-3:45pm presented by Yanbing Li, SVP & GM, Storage and Availability Business Unit, John Gilmartin, VP & GM, Integrated Systems Business Unit and Tom Herrmann, VP of Global Strategic Alliances.
PAR10789 “Accelerate Network Virtualization” 4:00pm-5:00pm presented by Rajiv Ramaswami, EVP & GM, Networking & Security, Dom Delfino, VP Worldwide Sales & Systems Engineering, Networking & Security and Frank Rauch, VP Americas Partner Organization.

Get the most out of Partner Exchange by participating in:

  • Partner-Only Technical Sessions – Special access to NDA-based product roadmaps, technology futures discussions, Beta product concepts and more.
  • Boot Camps – once a year opportunity to complete your most-critical VMware certifications.
  • Route to Market and Group Discussions – a unique opportunity to meet face to face with VMware business and technical experts and get all your questions answered in a small group setting with no slides.
  • Partner-Only Networking Reception – reconnect with your peers and ecosystem partners
  • Partner Exchange Lounge – a cool oasis in the middle of red-hot Las Vegas! Visit the lounge to charge your devices at one of our many charging stations, refresh with coffee and snacks, and network with peers. Located in Bayside B – Mandalay Bay Level 1 and open:

Sunday, Aug. 28: 9 a.m. – 5 p.m.

Monday, Aug. 29: 11:30 a.m. – 6 p.m.

Tuesday, Aug. 30:  10:30 a.m. – 4:30 p.m.

Wednesday, Aug. 31: 9 a.m. – 5 p.m.

Thursday, Sept. 1:  10 a.m. – 12:00 p.m.

Partner Exchange attendees will also have exclusive access to two private meetings rooms to convene with customers, PBMs, or each other. These are available Sunday through Wednesday on a first-come, first-served basis. Reservations can be made in person at the Partner Exchange Lounge welcome desk. For access to the Partner Exchange Lounge, register now.

Don’t forget to follow us on Twitter at @VMwarePEX to keep up with all of the exciting news, updates, and offerings.  We look forward to seeing you at Partner Exchange 2016!

be_THERE: Partner Exchange 2016


Get ready because Partner Exchange at VMworld this year is going to be_STELLAR.  To whet your appetite, here is a sneak peek at some of the robust content you can expect including Solution Keynotes, group discussions, technology deep dive sessions, boot camps and more.

On Sunday August 28th be_INSPIRED by 3 exciting Solution Keynotes.

Deliver the Digital Workspace: The digital workspace has disrupted the traditional model for end-user computing. The rapid adoption of new modern applications, coupled with the proliferation of mobile devices has led to new demands from users. In order to be productive whenever and wherever, users want the applications they need when they need them, on the devices they choose to carry. These evolving mobile work styles, ownership models and user expectations are creating a unique challenge for IT. Partner with VMware to deliver any app on any device with enterprise security and consumer simplicity.

Enabling Cloud for your Customers: In today’s multi-cloud environment, customers need to be able to run, manage, and secure applications across their on-premises data centers and public clouds. Standardization and IT automation with a common operating environment is key to minimizing silos, increasing efficiency, and optimizing costs in this new paradigm. In this session, learn how you can take your customers on this journey with the VMware Software-Defined Data Center (SDDC). VMware Cloud Foundation is a new unified SDDC platform that combines vSphere, VSAN, and NSX as a single, integrated software platform to provide a software-defined data center across clouds. This virtualized infrastructure layer can be further enhanced with the VMware automated cloud management platform, vRealize Suite. Customers are adopting VMware SDDC faster than ever before.

Accelerate Network Virtualization: Network virtualization is hotter than ever and VMware NSX is leading the charge.  Since its launch in 2013, NSX has made leaps in the market by securing data centers with micro-segmentation, as well as reducing provisioning complexity through automation.  Join us for this session to understand what network virtualization is, how it is transforming data centers around the world, and what it means for your business.

In addition to attending the Solution Keynotes, take the opportunity to be_CONNECTED at Partner Exchange on August 27th and 28th with:

Route to Market Group Discussions and Technical Expert Discussions  

A unique opportunity to meet face-to-face with top VMware business and tech experts and participate in a Q&A session in an informal group setting. Discussions include Partner Programs, Cloud, Modern App Support, SDDC, NSX, Technical Alliance Program (TAP), Partner Professional Services (PPSP) and more.

Technology Deep-dive sessions

While keynotes and talks are important, these deep-dive technical sessions will boost your knowledge of specific VMware products and services. Partner Exchange includes more than 40 technical sessions, including special access to NDA-based product roadmaps, technology futures discussions, beta product previews, and more.

Partner-only technology boot camps

Get your technical staff trained and certified on the latest and hottest VMware technologies and products, including AirWatch, NSX, and more.

Peer insight and best practices

Hear firsthand from partner peers about their best practices and lessons learned when selling and implementing VMware products.

Partner networking reception

Connect with peers and ecosystem partners for additional opportunities to learn from those who have been there and done that.

There is still time.  If you haven’t already, register for Partner Exchange today and be_TOMORROW!

Amplified Incentives: How VMware Invests in Partners

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“Never stop investing, never stop improving, never stop doing something new.”

In the words of Bob Parsons, American entrepreneur and philanthropist, investing and improving should be a constant in all that we do.

At VMware, we feel the same and as such have evolved from a single product company to one with a diverse portfolio of robust solutions.  This evolution is part of our ongoing commitment to never stop improving.  As part of that effort we are committed to continually improve our partner programs and invest in the success of our partners.  To that end, we are pleased to announce Advantage+ enhancements that will go into effect August 1.

VMware transformational solutions offer immense partner opportunity; therefore, we are aligning incentives to drive business for our advanced products. Partners making this shift with us will now be clearly and transparently rewarded through enhancements to Advantage+.

Partners who drive demand for our more advanced solutions gain the following benefits:

  • Up to 30% in increased up front margins
  • Greater predictability through auto-validation on deal registrations; giving partners the ability to input deals earlier in the process instead of waiting for field approval – a huge boost to sales acceleration.

As part of the increased partner investment we are making through the Advantage+ program, we are adjusting the Solution Provider program renewal and progression fees, also effective August 1, 2016. For complete details on the updated Solution Provider program renewal and progression fees, please visit Partner Central.  (Note: All partners have the ability to renew up to 45 days following their renewal date. If you renew on or after August 1, you will be renewing at the newly adjusted amount).

For more details on how Advantage+ amplifies partner incentives watch the FastChat below with Ross Brown, Senior VP of Worldwide Partners and Alliances as he answers specific questions about the program enhancements.

Also be sure to review the incentives page on Partner Central to learn more about investing in your success.

Don’t Miss the Biggest VMware Partner Event of 2016

We know you are ready to boost your VMware knowledge and accelerate your pipeline.  Take the first step and register now for Partner Exchange at VMworld on August 27-28 in Las Vegas.

Your full day of partner specific content on Sunday, August 28th includes general sessions, keynotes, breakouts and more.

Listen as Pat Gelsinger and a special guest talk about what’s next for VMware. Hear strategic announcements from top executives before your customers.  Listen as Sumit Dhawan, SVP Desktop products, gives an overview of what is new in the End User Computing space.

Raghu Raghuram, Executive Vice President SDDC Division offers a preview of the VMworld General Session.  Maurizio Carli, Executive Vice President Worldwide Sales, discusses sales strategy and how partners are key to our ongoing success.

The General Session hosted by Ross Brown, Senior Vice President of Worldwide Partners and Alliances will underscore VMware’s commitment to partners and explain how partners can leverage enhanced programs to increase profitability.

Listen in as Ross Brown talks about what you can expect at Partner Exchange and register to reserve your spot.

In addition to the General Session content, Partner Exchange 2016 offers can’t miss solution keynotes and more:

  • Sumit Dhawan, SVP Desktop Products presents Digital Workspace
  • Yanbing Li, SVP Storage and Availability and John Gilmartin, GM & VP, Integrated Systems offer Enabling Cloud For Your Customers
  • Rajiv Ramaswami, EVP & GM Networking and Security and Dom Delfino, VP WW Networking System Engineering , discuss how to Accelerate Network Virtualization
  • 40+ Partner-Only Deep Dive Technical Sessions – Special access to NDA-based product roadmaps, technology futures discussions, Beta product concepts and more.
  • 13 Technical and Sales Boot Camps – once a year opportunity to complete your most-critical VMware certifications.
  • Group Discussions with Technology Experts – a unique opportunity to meet face to face with top VMware tech experts and get all your questions answered in a small group setting with no slides.
  • Opportunity to hear firsthand from partner peers on their best practices and lessons learned on selling and implementing VMware products.
  • Partner-Only Networking Reception – reconnect with your peers and ecosystem partners
  • Partner Exchange Lounge – exclusive access to the Partner Exchange Lounge @ VMworld all week.

With the robust technical, sales and business content, a networking reception and access to the Partner Exchange Lounge this is the Partner event of the year that you don’t want to miss!  Register now.

Competing for Businesses Business: The Rise of Cloud Management

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With the emergence of cloud service providers, your customer’s Lines of Businesses now have alternatives to IT. The rise of cloud computing has created IaaS, PaaS, and SaaS offerings allowing vendors to directly target your customer’s end users. A host of cloud services is available at the swipe of a credit card. The Lines of Business know what they are going to get, how much it’s going to cost, and when they are going to get it. And they no longer have to wait.
Your customers will soon realize, if they haven’t already, that IT’s  role has radically evolved from being the sole provider of infrastructure and applications to one where it has to compete for the Businesses business. Today’s successful enterprise IT organization must demonstrate its value as a strategic partner to its business stakeholders, delivering IT services in an agile and cost-effective manner, while ensuring the company and its data remains compliant and secure. And it must be able to source and manage those services, whether from a private, public, or hybrid cloud.

This is where Cloud Management Platforms come in. They provide integrated products for the management of public, private and hybrid cloud environments.  Most importantly, from a partner standpoint, they represent opportunity.

Recognize and Respond to Customer Challenges

The ability to recognize the cloud management challenges your customers are facing brings a unique opportunity for Partners.

VMware has worked with thousands of customers building and managing private and hybrid clouds and we have discovered that customers generally adopt a CMP to solve specific challenges in their cloud journey.  As a VMware partner, you are able to offer solutions that address these use cases.

VMware’s Software-Defined Data Center (SDDC) architecture provides the ability to build, operate, and automate infrastructure and application delivery for both traditional and new applications types across private, public and hybrid infrastructures in just minutes. VMware’s Cloud Management Platform is based on this underlying architecture and offers the most complete solution, including Day 1 AND Day 2 management capabilities, automating everything in the SDDC and at scale.

So if your customers are looking to offer multi-cloud choice and fast public cloud-like experience, helping their business to build and deploy apps faster, while maintaining control and efficiency, offering VMware to your customers could be the answer.

Get Informed

Be sure to attend the July 27 vmLive: How to Tell the CMP story to your customer.

Also, learn more about the rapidly changing Cloud Management Platform (CMP) market with the recently released Market Guide for Cloud Management Platforms: Large, Emerging and Open-Source Software Vendors from Gartner to see which CMP is right for your customers.

Finally, to generate demand for VMware Cloud Management solutions, be sure to check out the new easy to customize Cloud Management campaigns on the Partner Demand Center.

Drive Customer Impact with Sales Readiness Tools


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Winston Churchill once said “I am always ready to learn although I do not always like being taught”.  The same can be true for many of us not because we are indifferent or obstinate but simply because we have SO much to juggle in our professional and personal lives.

While we know that staying up to date with current solutions training is the lifeblood of a partner sales organization, it is challenging to make time to do it while chasing quotas.

The VMware Global Field and Partner Readiness Team understands the struggle and is now providing Sales Readiness Briefcases to help Partners drive customer impact more efficiently than ever.

Sales Readiness Briefcases replace mToolbooks and provide:

  • Improved image and text quality
  • Keyword search functionality
  • Screen display customization options
  • The ability to increase partner productivity through value-driven C-level conversations
  • Up-to-date streamline content, relevant to partners

Sale Readiness Briefcases now available are:

  • vRealize Application and Infrastructure Delivery Automation
  • vRealize Streamlined and Automated Data Center Operations –
  • AirWatch
  • HCS and Virtual SAN
  • Site Recovery Manager
  • vSphere and vSOM

Additional Sales Readiness Briefcases for partners will become available between now and Q3.  Topics include:

  • Business Critical Applications (BCA)
  • Compliance Solutions (for Regulated Environments)
  • Digital Workspace (formerly Business Mobility)
  • EUC Desktop (Horizon)

Start driving increased customer impact – download Sales Readiness Briefcases today!

Leveraging Virtual SAN and VMware Investments in the Transformative HCI Market

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Today’s over provisioned legacy infrastructure environments waste resources and are typically comprised of multiple hardware and software products from different vendors each with diverse management interfaces and training requirements. These infrastructure challenges are driving companies to improve management of their storage environments and many are migrating to hybrid storage models in order to:

  • Leverage cost and operational efficiencies
  • Simplify the user experience
  • Improve power and performance

Hyper-converged infrastructure (HCI) represents the next logical step in the evolution of infrastructure convergence. It delivers simplification and savings by consolidating all required functionality into a single shared resource pool and accelerates deployment of virtualized workloads by reducing complexity, improving operational efficiency, and lowering costs. All of which make up the primary reasons companies are transitioning.

Prepare Now for the Hyper-converged Infrastructure Wave

Hyper-converged Integrated Systems will be mainstream in five years. Estimated to reach almost $2 billion in 2016, HCI is predicted to be the fastest-growing segment of the integrated systems overall market by more than doubling to almost $5 billion by 2019. In preparation, analysts are advising organizations to ready themselves for this third wave of integrated systems, As Andrew Butler, Gartner analyst explained it, “HCI is not a destination, but an evolutionary journey.”

This HCI journey is accelerating for the same reasons Virtual SAN is so successful; hyper-converged infrastructure systems reduce IT costs and management while achieving breakthrough performance. Partners can rely on VMware, a leader in hyper-converged software with vSphere, Virtual SAN and vCenter Server, to continue the growing trend; first in customer adoption, then in units deployed and revenue growth.

VMware Partners Uniquely Positioned to Leverage the HCI Trend

VMware partners can reap the benefits of the transformative HCI market by helping customers understand how the solution eliminates today’s wasteful compute, storage and networking hardware silos, and how VMware products fit seamlessly into the modern infrastructure. At the end of 2015, we had already witnessed tremendous growth for Virtual SAN, which is core to our VMware Hyper-Converged Software strategy:

  • 3,000 customers, adding ~500 per quarter
  • 20,000 units / CPU in Q4 alone
  • ~200% YoY revenue growth in Q4

As seasoned VMware partners with extensive knowledge of your customers’ existing VMware assets, you are regarded as expert advisors to help them transition to a hyper-converged infrastructure. With VMware’s expanding portfolio supporting this new paradigm, you can add even more value to build upon vSphere environments.

Engaging to deliver an HCI strategy does several things:

  • Creates exciting opportunities to sell into new markets
  • Delivers flexibility, configurability, and simplicity for customers that reduce their TCO
  • Provides a way to upsell or cross-sell VMware software-defined data center offerings

Leverage Existing VMware Investments Throughout HCI Transitions

Customers want to remove complexity from storage and VMware partners have the power to solve the simplicity puzzle by leveraging the customer’s existing VMware investments in hardware, software, licenses and support.

As hyper-converged infrastructures proliferate the market, VMware partners preparing now to participate in the HCI journey will benefit greatly. These prepared partners will leverage their experience with VMware to help extend and protect their customers’ investments as they transition to HCI with VMware Virtual SAN.

VMware Hyper-Converged Software is positioned for ongoing leadership and enables partners to achieve similar success in the transformative HCI market. Here’s how you can get started:

Spotting Customer Opportunities Just Got Easier

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You’ve heard it before: perception is reality.  And so it goes with our customers.  Their perception of what we do, the products and solutions we provide, is indeed their reality.  Transforming those perceptions starts with two things – KNOWLEDGE AND PREPARATION.

To that end, VMware is excited to provide partners with a comprehensive new asset to address knowledge gaps that exist around the VMware portfolio.  The Solution Portfolio Summary and Competitive Guide was designed to help partners easily spot customer opportunities and jump start the conversation.

The broadening of the VMware portfolio can make it challenging for Partners to stay abreast of all the products and solutions we offer.  The Solution Portfolio Summary and Competitive Guide is here to help so that when you are in customer discussions, you can quickly recognize opportunities.

One key component of this new Solution Portfolio Summary and Competitive Guide that you should find incredibly valuable is the Glossary.  We have gathered a comprehensive list of “key words” or phrases that your customers may mention so you can easily look them up and identify a relevant VMware solution and quickly jump into an introductory conversation.  No matter what your expertise level is with any of the products in our portfolio, leveraging the glossary is your easiest way to be ready for customer inquiries.

Download this helpful asset today from Partner Central and keep it handy because fortune favors the prepared!

Top 10 Reasons to register for VMware Partner Exchange @ VMworld 2016 US


“Procrastinate now, don’t put it off.” ____Ellen DeGeneres
In the spirit of doing things now, we give you the top 10 reasons why you should register for Partner Exchange at VMworld US 2016.

10.) 10 Partner boot camps for sales and technical wizards.
9.) Partner Exchange only happens once a year on days that end in “y”.
8.) Over 50 partner specific breakouts and NEW executive group discussions.
7.) Because. Vegas.
6.) Exclusive access to the Partner Exchange Lounge the entire week of VMworld.
5.) Your eye is bothering you. You can’t see yourself missing Partner Exchange.
4.) Networking: more than an excuse to get out of the office.
3.) Partner General Session plus three special keynotes.
2.) More chances to make mom proud with Hands on Lab and VMware certification opportunities.

And the NUMBER ONE reason to register NOW for Partner Exchange is to take advantage of Early Bird Savings! Don’t miss it. Register before June 6th Partner Exchange 2016 US.

Accelerating NSX Opportunities for Partners

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You know what your customers are looking for – you hear it every day. They want the agility, efficiency and security of the Software-Defined Data Center. They need the same level of IT automation and security at their branch offices as they have at their corporate offices from a network virtualization platform that truly delivers.
Now you can help your customers realize the full potential of the SDDC with NEW NSX packaging.

Partner Opportunity Knocks
In case you missed it, network virtualization is growing FAST from an estimated $2B this year to $12.5B in 2020. * Add to that the fact that a whopping 46% of all data spend will be on Software Defined Networking (SDN) by 2018**and you are poised for your business to take-off!
The new NSX packaging helps you tap into this opportunity by tying product features to use cases, making it easier to address your customer’s projects. Most importantly, it now gives you the ability to introduce NSX features and functions into the commercial market.

Effective May 3, 2016, the VMware NSX offerings will be Standard, Advanced and Enterprise.
By matching your customer’s requirements to the NSX capabilities of Automation, Security and Application Continuity, these packages open up new market segments and opportunities:

• Standard Edition: Networking capabilities that help customers reduce IT costs and complexity by automating IT workflows.
• Advanced Edition: Provides all of the features of the Standard edition plus a fundamentally more secure data center with micro-segmentation. This is key differentiator that allows you to position yourself as a trusted advisor to your customers to win security business.
• Enterprise Edition: Includes all features in the Advance edition plus networking and security across multiple domains enabling you to participate in larger business opportunities.

For more information, listen to the Quarterly Launch Briefing and be sure to sign up for the NSX Pricing and Packaging 5/6 and 5/20 vmLive sessions.


Don’t miss out on your opportunity to help your customers start their NSX journey with a network virtualization platform that is truly transformative for their business!

*IDC Software Defined Networking Forecast March 2016
**Channel Insider