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Capture Cloud Opportunities with vCloud Air

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The growing popularity of the cloud has introduced solutions that make the customer’s IT easier, and service offerings that grow your profit larger. The cloud has become a mainstream solution for companies seeking accessibility, efficiency, and cost savings. This represents significant market opportunity for you, our partners, when it comes to selling vCloud Air. Concentrating on your Hybrid Cloud business allows you to capitalize on the unique benefits of that industry, such as:

  • A recurring revenue model, which provides an annuity stream of consistent revenue, rather than a one-time software sale.
  • The opportunity to increase revenues through offering additional services for customers to order (like consulting), or through the customer’s need to up-scale services over time.
  • Maintain direct control over the customer relationship by managing the services offered, end-user pricing, and customer billing.

To better enable you to reach your potential for profit in the Hybrid Cloud business, we have created a new integrated campaign around extending existing applications to VMware vCloud Air. Currently, it is only available in English, but will be expanding into localized versions by next quarter. 

Integrated campaigns are an excellent and easy way for you to nurture leads to build demand and customer value. This vCloud Air campaign was designed to be customizable to you and your customers’ needs and ready to execute at any stage of the buyer’s journey. The automated flow is easily deployed with just one click on the Partner Demand Center platform, or downloadable to run on your own marketing platform.

In addition to this new campaign, we also offer website content syndication, social media syndication and telemarketing activities to use in parallel for a more cohesive marketing effort.

The first step in utilizing this great resource is by reviewing the campaign and downloading the playbook. To learn more, you can visit the campaign landing page. Then, check out how companies like VIF International or Carisbrooke Shipping were able to find success with vCloud Air services. We also have special offers that give even more reasons to make the move to the cloud.

As always, leave us your thoughts below. How have you leveraged vCloud Air and what has your experience been like? 

The VMware Partner Network Team

Supporting and Empowering the Partner Journey

Communication and teamwork are key to any successful venture. At VMware, we are committed to providing our partners with a best-in-class experience. Last year showed great commitment from both sides of our partnership, which we hope to elevate through continuous improvement. The first step to making real, value-added change is to listen.

By taking our annual Partner Relationship Survey, you have a direct impact on the development of the program. Tell us what we could do to better serve your needs and how you feel we can make the relationship stronger. If you have something you don’t think is working or you would like modified, that is valuable information as well. We’re serious about success, so the feedback we receive is actively used to make swift changes to the program. Last year, the results of the survey drove the following improvements:

  • Creation of the VMware Vision & Strategy Learning Path enabling you to deliver VMware’s company strategy and product plans;
  • Increased partner profitability with the Partner ELA Rebate; and,
  • Sharpened focus & support on VMware key initiatives through VMware Power Plays and Value Plays.

Help us understand how we can make your business with VMware more consistent, predictable, and profitable. Watch the short message above from our SVP of the Worldwide Partner Organization, Ross Brown, as he shares his perspective on partner relationships. Please use the link you received via email between January 15-19th to complete the survey, as it is unique to you. If you cannot find the email, please use this generic link. For your ease and convenience, we have localized versions of the survey. A mere 10 minutes of your time will result in a huge benefit to the program.

The short survey will close on February 5th, so there is limited time left for your voice to be heard. If you have any questions, please visit our FAQ page. Again, thank you for your commitment to this partnership.

The VMware Partner Network Team

10 Things to Know about Data Security and Sovereignty in the Cloud

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As seen on MSPmentor

What do Edward Snowden, the U.S. PRISM scandal and the corporate data hack on Sony Corp. have in common? All involved breaches in data security and sovereignty. While the cloud offers many benefits–such as cost savings, scalability and flexibility–there are also added risks. Data security always tops that list of risks.

To combat these risks, it’s crucial for service providers to have a fundamental understanding of data security and data sovereignty. Use these 10 facts as your foundation to ensure you’re offering customers the best security, reliability and performance in the market.

1. Data sovereignty is the concept that digital data is subject to the laws or legal jurisdiction of the country in which it is stored.

2. 64% of organizations cite the issue of compliance, auditing and privacy as the biggest security challenge associated with cloud computing. (For more info, check out the CipherCloud survey on cloud data protection.)

3. It is important to know that data is subject to the laws of other countries, if it is being stored by a foreign company. For example, if an English company is using a data center located in England, but the data center is operated by an American company, that data is subject to the U.S. Patriot Act and can be accessed without the company’s permission or notification.

4. Countries such as Canada, Germany and Russia are drafting stricter data residency and sovereignty laws, which require data to remain in country in order to protect their citizen’s personal information.

5. The concept of the national cloud where data is held within a country, run by local companies, and is (only) subject to national laws is gaining traction.

6. Local cloud service providers that own and operate public clouds can offer their customers the assurance that their data will be secure and private because it is stored and managed by a national company. This may be a key differentiator for service providers in the EU and other countries with strict privacy and data sovereignty laws.

7. Cloud service providers are also differentiating their offerings through specialization in vertical industries such as healthcare, finance and education, where specific compliance expertise and certification is required.

8. Organizations are responsible for securing their data in a way that renders it meaningless if breached.

9. Gartner defines this type of security solution as a cloud security gateway: “Cloud security gateways are on-premises or cloud-based security policy enforcement points placed between cloud service consumers and cloud service providers to interject enterprise security policies as the cloud-based resources are accessed. Cloud security gateways consolidate multiple types of security policy enforcement.”

10. For customers who realize the benefits of cloud computing, but are restricted in terms of which cloud they can move to since they may not be able to retain data sovereignty, there is a solution. With the vCloud Air Network, together, VMware and our partners canaddress the challenges of data sovereignty with partners in more than 100 countries.

Learn more about the VMware vCloud Air Network Program, and check out vCloudProviders.VMware.com to see how we’re promoting our ecosystem of service providers. Be sure to follow @VMwareSP on Twitter or “like” us on Facebook for future updates.

The VMware Partner Network Team on behalf of Melissa Ross

VMware’s 3 Big Bets for 2016

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The year 2015 has brought a lot of unique opportunities and potential changes to VMware’s business. These strong winds of change helped us close out Q4 with a bang, and it’s that same momentum that is going to take us to the next level in 2016 — both in terms of the growth acceleration and maturity of our innovative product line (including NSX, VSAN and AirWatch), as well as for Partners as they emerge and grow in each of these spaces.

Looking forward, it doesn’t take a crystal ball to see that these are the same paths that technology is heading toward in 2016. CEOs, across the board, are actively looking for ways to streamline workloads, bullet-proof their systems and transform their entire organization to support Enterprise mobility. While these routes create tremendous opportunities for building profitable businesses with VMware and leverage current and future partnerships that the company is investing in, our big bets for 2016 can be found in capitalizing on these initiatives.

At VMworld this past year, I shared with the Partner community our company’s new vision for IT based on “One Cloud, Any Application, Any Device.” In it, I announced the following top priorities or best bets, designed to help Partners develop and cultivate a rewarding and sustainable business practice with support from our organization:

  1. Predictable Profitability. Throughout the coming months, Partners will see several projects rolled out to create a more consistent rhythm and method within our partnerships, both in terms of rebates, rewards and incentives and extending into interactions with our field and support teams. As Partners find deals and create opportunities (regardless of their region or geo), you will know exactly how the approval process works and how you’ll be rewarded for your investment in VMware.
  1. Creating Value in Our Partners’ Businesses. At VMware, our Partners are not an extension of our sales force. Our Partners are our sales force, and, many of you are taking the next steps to create your own consulting services engagements. To this end, we are excited to offer a new Partner Professional Services Program complete with training opportunities to improve services and sales capabilities, access to VMware expertise for sales and delivery support and expanded program benefits focused on driving your profitability with VMware. Programs like this create value in our Partners’ businesses and are paramount to our mutual success.
  1. Rewarding Healthy Growth. Looking specifically at expanded offerings for 2016, our Partner Business Managers have made it their top priority to determine the right areas for growth based on your current business model and capabilities. Should you offer NSX if networking isn’t the primary strength of your core business? Does your forte in mobility align with your VMware accreditations? Which solutions round out your go to market strategy? For each of our Partners, the answers to these questions pave the way for healthy growth in 2016 and beyond.

Which best bet will be the most impactful for your 2016? I’d love to hear your thoughts below.

Ross Brown, Senior Vice President of Worldwide Partners and Alliances at VMware

A Toast to 2016

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As seen on The VAR Guy

Before we raise a glass to the new year, it’s only habit to reflect on the last. For VMware Partner Network, 2015 provided many great opportunities to strengthen partnerships and further our promise to be a world-class vendor.

We had our first ever Partner Exchange @ VMworld filled with endless breakout sessions and rich partner content. We made this shift so that partners could be briefed on all major announcements ahead of time in order to spend more time with their customers and have more thoughtful conversations around these announcements. Another highlight was the introduction of our marketing priorities and focus areas that Ross Brown spoke to, including predictable profitability and creating value for our partners.

As we look forward to 2016, there are a few key areas we are hoping to grow in order to further drive success for you and your customers. They include:

  1. Alignment between marketing and sales
  2. The roll out of new programs and benefits
  3. Investments in new routes-to-market
  4. Relationship building

Keep an eye out for the Annual Partner Survey and the latest Power Plays that will be launching in January 2016.

Now it’s time to throw on that new year’s hat and toast to 2016 and another year of endless opportunity, innovation and success.


The VMware Partner Network Team

Drive Profitability with the New VMware Partner Professional Services Program

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The way in which channel partners engage with customers is continuously changing and evolving due to the growing adoption of cloud. Partners still require the education/tools, product and/or service to adapt to this shift in how services and products are delivered, but are often seen as experts to customers looking to make significant investment in their IT infrastructure. Often customers don’t have skilled resources onsite for specific projects. The complexities of IT, especially in the evolving world of Software-Defined Data center and the sophistication that comes with it, leads customers to look for experts who can help them to optimize and take full advantage of their current investments.

Successful channel partners are providing their professional services to deliver positive customer outcomes and platforms for on demand IT and application services infrastructure. The VMware partner opportunity provides value in this market transition including assessment, configure, implement and support services.  Learn more about how one VMware partner is successfully leading with their services offerings.

The VMware Partner Professional Services Program (PPSP) is a new program designed to recognize and reward consulting partners who sell and deliver their own services engagements and take advantage of the move to the “Software-Defined Enterprise”. VMware understands the unique needs of consulting partners whose business model primarily revolves around the creation and delivery of professional services. This program addresses these needs through customized IP & enablement (training), sales and delivery assistance and incentives. It will drive consulting partner profitability, and the rewards will grow as investment in services capabilities, capacity and VMware expertise grows.

Why join the PPSP Program?

  • Opportunity to improve your services sales capabilities and build confidence via new solutions-specific training;
  • Access to VMware expertise for sales and delivery support
  • Expanded access to a variety of program benefits focused on driving your profitability with VMware.

VMware offers multiple approaches that both partners and VMware’s Professional Services organization can capitalize on the growth of services and accelerate business success. These approaches include:

  1. Traditional sub-contracting model VMware PS led – partner delivered.
  2. SKU Services:
  • Partners resell when limited abilities
  • Leverage the bundles to use as starting to deploy new technologies
  • As a blueprint to build own services offering
  1. Partner Professional Services Program – PPSP partner created opportunity and end-to-end customer experience with partner led delivery.

For more information about the new VMware Partner Professional Services Program go to www.vmware.com/partners

The VMware Partner Network Team


4 Powerful Ways to Amplify Your Messaging and Cultivate Better Leads

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As seen on The VAR Guy

With advances in technology, the way individuals and organizations consume content is changing, as is the speed and volume of which that content is consumed. Consequently, customer needs are also shifting.

Your buyers are now in the driver’s seat when it comes to the decision-making process and they’re making their preferences heard loud and clear. They are no longer wating for in-person interactions with your sales team — instead they’re searching online when making purchasing decisions. In fact, 79% of buyers start their evaluation with an online search and 33% consult peers or ask questions on social sites.

For our partners, statistics like these not only reaffirm the importance of an online presence and social content, but also provide insight into the paths that generate better leads. Think laser-focused marketing initiatives to make your customers feel as if you’re talking “right to them” or thoughtfully crafted blogs coupled with the perfect ad placement.

So, how to you begin to develop content that is both relevant and impactful?

Here are 4 powerful ways to amplify your messaging:

  1. Visitor de-anonymization. Across the B2B and B2C landscapes, companies are using visitor de-anonymization via opt-in communications to develop stronger relationships with both their customers and prospects. By gathering a customer’s information in exchange for content, you can personalize their website version with content that appeals to them — ultimately, increasing your chance for additional click-throughs and business opportunities. Examples of opt-in communications that can provide insight into the interests and needs of your customers include case studies, how-to guides, email newsletters, and surveys.
  2. Automated personalization – Similar to how visitor de-anonymization leverages opt-in requests to determine user preferences, automated personalization analyzes historical and real-time streams of visitor data to continuously determine which web experience each visitor wants and then delivers it. On a larger scale, this same customization allows you to connect with buyers throughout the customer lifecycle, from the research phase all the way through to selecting a vendor or solution.
  3. Programmatic ad purchasing. Simply put, programmatic ad purchasing shows your customers the right ad, at the right time, in the right place – based upon actual data. The systems housing this data can help you manage campaigns on the fly, allowing you to pinpoint what’s working best in a certain geography or market segment and even help you drill down to the time of day that’s most effective. Consider how this information can help narrow your target audience, not to mention the positive impact it can have on ROI.
  4. Website Content Syndication. Widely used throughout the industry, website content syndication is a simple-to-use tool that ensures your website content is always up-to-date and features the most accurate information, including product updates and current offerings. VMware’s Website Content Syndication also features solution overview documents, free trial forms, contact forms, and high-value gated resources available in 14 languages. The benefits of syndication span beyond time and money savings – to a boost in leads and potential new revenue opportunities.

So, how can VMware help you more effectively manage and deploy critical content to your customers? We’d love to hear your thoughts below. To learn more about how to create awareness using VMware content and lead generation capabilities, please refer to the Website Content Syndication page on our Partner Demand Center.

The VMware Partner Network Team

The Top Two Desktop Disaster Recovery Strategies Your Customers (and Your Bottom Line) Will Love

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As seen on Talkin’ Cloud:

Regardless of whether your customers have had a week to plan for a tropical storm turned hurricane or mere minutes to prepare for the aftermath of a cyber security attack, you can almost feel their hearts racing as they check and double-check their disaster recovery (DR) protocols and checklists. They begin to sweat, thinking about the thousands of users possibly affected, as well as the significant loss in potential revenue.

At the top of customers’ lists are mission-critical applications and their infrastructure. While these are the key pieces to keeping their businesses up and running, they may have overlooked the pivotal role that their workforce plays in fully executing a DR plan. After all, there is no business without them. In fact, a Fortune 500 company should expect to lose $4,000 per day per end user without desktop access. This leads us to a very important question for service providers:

How can you tap into this need–and the revenue that comes along with it?

It begins by understanding your customer’s environment. Across many of today’s enterprise organizations, we are seeing a significant percentage of a customer’s workforce still using physical machines–rather than laptops–primarily due to the type of work the employee does. These end users  have to actually drive into the office to get any work done on their desktops. And that’s really important, because what we’re currently seeing is that all enterprise organizations are asking themselves, “If a natural or manmade disaster strikes, how do I make sure that my workers can continue to be productive?”

To help answer that question, we have developed two leading DR strategies that your customers will love:

  1. Offer “Rainy Day” Insurance Policies with Desktop DR for Horizon DaaS Bundle(s)

    VMware Desktop DR for Horizon DaaSbundle(s) ensures workforce continuity with a secure corporate desktop that can be accessed by end customers from any device, anywhere. It basically gives your customers insurance options for “rainy days.” In this case, service provider partners can license the Desktop DR for Horizon DaaS bundle(s) to reserve desktop capacity in the cloud for a set number of users that the end customer wants to insure, with the service provider paying for total allocated insurance quota while the account is in reserve. When the end customer declares a disaster, the partner activates desktops sitting in reserve, and this shifts the pricing structure from an insurance model to regular pricing. Note that the partner can offer and pay for any mix of reserved and active desktops. This insurance policy approach can help service providers broaden their reach in terms of the addressable market and target the following customer segments:

  • Customers that may be using on-premise physical desktop infrastructure for their regular business operations, but, when their rainy day occurs, they want to start consuming the desktop from the cloud
  • Customers that are using on-premise virtual desktop infrastructure for their regular business operations, but during a disaster they want to start consuming similar virtual desktop but coming from the cloud
  • Customers that are already consuming their virtual desktop from the cloud for their normal business operations. When disaster strikes, like a data center going down, they want to have insurance to get similar virtual desktops from other data centers from areas not affected by the disaster.
  1. Protect Your Clients’ Business with On-Demand Horizon Air Desktop DR
    VMware Horizon Air Desktop DR is the perfect use case for leveraging the capacity of VDI with the affordability and availability of an on-demand solution. With Desktop DR, service providers can resell end users a Windows desktop experience complete with access to all of the applications and files to do their job–regardless of the device they are on (even their home machine or iPad). This solution will get workers back online within minutes, and, once the disaster is over, the users stop using their virtualized desktops and return to business as usual.

So, which sure-fire Desktop DR strategy will your customers thank you for offering?

You can learn more about licensing Desktop DR for Horizon DaaS bundle(s) and hosting it in your data center by visiting the vCloud Air Network Program Product Usage Guide. Or, if you’d prefer to simply resell Horizon Air Desktop DR, there is additional information about that offering located here. For additional information about VMware partner programs and solutions for service providers, refer to the VMware vCloud Air Network Program and Solutions for Service Providers.

The VMware Partner Network Team

New Opportunities with VMware Virtual SAN

A couple months ago, we shared how our free Virtual SAN Assessment Tool enables you to assess your customer’s storage environment and identify VMware Virtual SAN opportunities at customer sites in just one week.

Today we want to share a few more VSAN tools to grow your expertise and help you deliver the VMware Virtual SAN message to your customers.

Virtual SAN by VMware delivers enterprise class, high-performance and shared storage for VMware vSphere Virtual Machines. With the newly refreshed VMware Virtual SAN campaign you have the opportunity to capture new customers and expand opportunities in existing accounts.

And you can increase your knowledge of VMware Virtual SAN by continuing your VMware education by pursuing the SDS competency. Did you know that the Software-Defined Storage competency currently rewards you with Solution Rewards on all eligible SKUs sold? Well, it’s true. The Software-Defined Solution Competency also enables you to:

  • Strengthen your position as strategic advisor to your customers by helping them reduce their TCO for storage, automate storage management, and manage storage performance.
  • Identify how to sell and position VMware Virtual SAN and unlock sales opportunities.
  • Create incremental storage opportunities and increase revenue.

Virtual SAN is also a VMware 2HFY15 Power Play which can provide– enhanced partner incentives when you sell this Virtual SAN

Remember, partners who achieve their competencies receive additional incentives and increase their average deal size by 2X. Partners who achieve their SDS competency and participate in the VSAN Power Play earn the greatest reward. You can learn more about competencies here and Integrated Campaigns on the VMware Partner Demand Center.

Learn about the VMware Virtual SAN Campaign in 60 seconds by watching this video:

Take a little time to review the Campaign Playbook for best practice recommendations on how to execute the campaign and close sales.

The VMware Partner Marketing Team

The 2016 VMware Partner Innovation Awards: An Open Opportunity for All Partners

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VMware has had an incredible year of producing disruptive technology and enabling business transformation for organizations globally. This year, VMware is thrilled acknowledge the excellent performance and notable achievements of its partners through the Partner Innovation Awards at the Partner Leadership Summit, taking place in Scottsdale, AZ, March 6-9, 2016.

The awards have been designed to highlight the efforts of all partner types in relation to growth, sales, net new customers, and marketing.

If you would like to be considered, please visit Partner Central to submit a Nomination before November 30, 2015.


The following awards are available for nomination:

  • Distributor Partner of the Year
  • Education/Resell Education Partner of the Year
  • Emerging Markets Distributor Partner of the Year
  • Enterprise Solution Provider Partner of the Year
  • Federation SISO Partner of the Year
  • Innovation OEM Partner of the Year
  • Marketing Partner of the Year
  • NSX Partner of the Year
  • Partner Professional Service Program (PPSP) Partner of the Year
  • Renewals Partner of the Year
  • Rising Star Partner of the Year
  • SDDC Partner of the Year
  • Service Provider Partner of the Year
  • Solution Provider Partner of the Year
  • Strategic Alliance Partner of the Year
  • Technical Partner of the Year
  • vCloud Air Partner of the Year


Winners of the above awards will receive:

  • Recognition at the Partner Leadership Summit in Scottsdale, Arizona in March 2016
  • Recognition at VMworld 2016
  • 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 encourage you to throw your hat in the ring and complete the Nomination Form.

We look forward to recognizing your excellence.

The VMware Partner Network Team