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VMware 4-4-5 Fiscal Calendar Coming Soon


As we move forward into the New Year, we want to take a moment to remind our partners that VMware will shift to a 4-4-5 fiscal calendar on February 4, 2017, the first day of Fiscal Year 2018 (FY18).

To facilitate a smooth transition to FY18, please submit your orders early. All orders must be submitted to the order management team by 6 PM Cork local time (for international orders) and 6 PM PST (for orders in the Americas) on January 31, 2017 to ensure processing.  All orders submitted after these times will be processed beginning February 4, 2017.

From February 1 to 3, 2017, some systems will be unavailable or have limited functionality.

Incentive program schedules, with the exception of Aggregator Rewards, will align to the new 4-4-5 calendar quarters.

For key dates, FAQs, and additional resources, please visit the 4-4-5 Fiscal Calendar Partner Central Page or contact partnernetwork@vmware.com.

We look forward to continued success with our outstanding partner ecosystem this year and beyond.

Partner Perspectives: How NSX Accelerates Innovation

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As the adoption of the Software-Defined Data Center continues to transform IT, we have heard from several VMware partners on the pivotal role VMware solutions played in facilitating their own digital transformations. NSX, in particular, has been key both for updating our partners’ internal business processes as well as the products with which they go-to-market.

We sat down with VMware partner CSC to hear exactly how NSX accelerated innovation on both these levels. In this video, Gabe Kazarian, Product lead for CSC’s BizCloud offering, explains how NSX helps CSC better manage internal environments, automating traditionally manual functions and streamlining processes.

CSC is not just improving environments internally; they also use NSX to accelerate the adoption of network and storage virtualization across the board. While early technologies and strategies for network and storage virtualization were often intrusive and costly, Kazarian says NSX and vSAN speed up the adoption of virtualization by acting as a foundation for some of the newer, burgeoning technologies. Whether it is application modernization or hybrid cloud deployment, they use NSX to implement the proper security at the right speed. In turn, they have been able to improve the products and services they sell with added features and functionality at a more competitive price. Learn more about CSC’s engagement with VMware NSX and other solutions or share your own success story with VMware.

You now have two opportunities to share your perspectives on success with VMware and highlight your organization’s outstanding performance:

  • Submit your success story/reference for a chance to be featured in an upcoming Power of Partnership blog or video.
  • Nominate your organization for a 2016 VMware Global Partner Innovation Award for a chance to be honored at the annual VMware Partner Leadership Summit in 2017.

Remember, submitting a success story/reference or a Global Partner Innovation Awards nomination helps you:

  • Amplify your value proposition through VMware and external channels
  • Successfully market your organization
  • Demonstrate subject matter expertise on VMware solutions

Don’t wait; submit your reference or your Partner Innovation Awards nomination today!

Channel Trends and Generating Demand in 2017

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There is no doubt about it; the channel has evolved thanks to a strong partner ecosystem.  Today’s channel partners are stronger and better informed than ever before. As a result, the channel is moving in a much more collaborative direction of vendors and partners working together toward success. With this evolution continuing into 2017, we outlined four of the biggest channel trends our partners might see in the year ahead:

  1. LinkedIn for Lead Nurturing – Social media isn’t going away and in fact, it’s the first stop for many of your prospects when researching solutions and services. We continue to see our most successful partners leverage social selling, particularly on LinkedIn, in an effort to build their brands and nurture relationships that evolve into long-term customers.
  1. Integrated Demand Generation As technology transforms content consumption, integrated demand generation campaigns are key. High-performing partners use LinkedIn for networking, to get current business news and to build relevant contact lists. Then, they extract those lists to execute drip campaigns from the Partner Demand Center. Doing so puts relevant content, meant to solve specific pain points and start conversations, on the path of their buyer’s journey.
  1. Hyper-focused Messaging – Email is not dead but the spray and pray methods of yore most certainly are. Marketers used to be able to blast out the same email or offer to everybody on their list, but prospects today expect personalized communications and information. A successful integrated demand generation campaign requires tailored messaging. Canned, impersonal emails are not only considered SPAM, they actually damage a partner’s brand. The key to success? Partners have to do their research and tailor messaging and cadence based upon prospects’ business types, roles, and pain points.
  1. An Aligned Approach to Partnership –At VMware, we are practicing what we preach and it shows in the enhancements to our partner programs and tools. The updates to our Advantage+ Opportunity Registration program reward partners amplifies incentives and enables more predictability and profitability.  Additionally, the updated Partner Demand Center gives partners state of the art tools to customize campaigns and quickly generate demand.

Just as partners need to fine-tune their messaging and offerings to the specific needs of their customers, we continue to align our Partner Program, communications, and resources with our partners’ business types and goals. We are committed to providing our partner community with the tools they need to grow and prosper in the year ahead.


TestDrive Accelerates Windows 10 and AirWatch Solutions


Moving to Windows 10 is a struggle for customers even though they understand the urgency driven by the Windows 7 end of life coming next July.  Some of these customers are in the planning stages while others are still researching what to do and developing a plan. Partners, especially those in trusted advisor roles, are in a pivotal position to clear roadblocks with TestDrive and facilitate Windows 10 migration processes.

There are two main roadblocks to Windows 10 adoption that partners can mitigate through education and illustration:

  1. Investments in legacy tools / processes – Many organization have hundreds of Windows images that have been approved by InfoSec. Over the years, they have invested time and money in setting up countless OS management policies, processes, and infrastructure. The fear and willingness to migrate these policies and images often proves to be a bottleneck to rolling out Windows 10
  1. Lack of support for legacy applications – Hassles and costs inherent in addressing legacy applications prevent and delay customers from making the move. These applications may be critical to the business, so moving to Windows 10 is not prudent until a go forward plan for these applications is place.

Partners can begin with basic education on the latest Windows 10 features that save time and resources for IT management. VMware AirWatch has worked closely with Microsoft to take full advantage. Most notably, Windows 10 offers a new “mobility management” approach to PC life-cycle management. Whereas traditional methods require PCs to be on the corporate network and logged into the domain to get images, patches, policies and software packages, AirWatch enables these capabilities to be done off the network, from any location with connectivity. With users being more mobile than ever, there are several obvious benefits to IT. Let’s take a closer look at a few of those:

TCO reduction

  • Customers can consolidate tools across mobile and desktop management saving on licensing and subscription costs
  • Devices can be transformed to a trusted state without staging and imaging, which can save thousands of dollars
  • Cloud based management essentially eliminates capital expenditure on servers and the associated maintenance costs

Increased security

  • AirWatch extends instant push-based policy and patch management for devices across any network so they are always up to date and compliant
  • Devices can be polled for compliance status in real-time, and automated remediation actions can be performed on non-compliant devices
  • Proactive, policy-based OS hardening ensures only trusted applications can run on the device and have access to the customer’s data center

Better user experience

  • Being able to trust the image out-of-the box means no more locked down devices to users allowing them to choose or bring their own devices to work
  • Privacy-centric management allows separation of work and personal data without interfering user experience
  • Workspace ONE app allows one-touch, self-service access to all apps and resources without the need for connecting to VPNs

TestDrive accelerates customer understanding through demonstration

Once the basics are covered, it’s easy to move from talking to showing capabilities via TestDrive because most of the components are in the cloud. This makes for an easy to deliver, anytime and anywhere connected, custom demo to highlight features such as:

  • New mobile management policies in Windows 10 that can be enabled using AirWatch
  • Deploying and providing users consolidated access to all app types, be it SaaS, Universal Windows, Win32, or remote
  • How Workspace ONE integrates with Windows Hello and provides single sign-on across apps that may not all be using Active Directory
  • How to efficiently manage OS patches in this new Windows Update as a Service model
  • Testing the new OS data loss prevention features with Windows Information Protection policies
  • How Horizon can resolve legacy issues by virtualizing Win 7 or older applications and make them available to Windows 10 users

TestDrive accelerates sales cycle for partners

TestDrive is a show-and-tell mechanism that builds the trust needed to ensure customers are comfortable enough with Windows 10 that they naturally want to make the move. The faster the education and removal of roadblocks to Windows 10 occurs, the quicker customers want to deploy Windows 10 devices, making hardware the next opportunity where partners can assist. In addition, every customer that already manages mobile devices with AirWatch likely has Windows systems on desktops at the office or on the laptops employees bring to work. For customers who already have AirWatch, this is a natural add-on and represents revenue for a partner that’s as big as the mobile population.

Learn more about TestDrive as a sales acceleration tool for AirWatch and Window 10 solutions – register for our January 30th Global vmLive event.

Important Reminder: Fiscal Calendar Transition

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As we all wrap up the calendar year, we want to remind partners that Fiscal Year 2016 (FY16) remains unchanged and will close on December 31, 2016. The quarter close time is 6 PM on Friday, December 30, 2016. Orders must be locked at 6:00 p.m. Cork local time (for international orders) and 6 PM PST (for orders in the Americas).

As part of the move to the 4-4-5 calendar (FY17 to FY18), F17 will be a transition period from January 1 through February 3, 2017. FY18 will begin on February 4, 2017.  View key FY18 dates and full details on the 4-4-5 fiscal calendar shift.

Partners should also note that during the Fiscal Calendar Change Maintenance Period, orders will be held from 6 PM Cork local time (for international orders) and 6 PM PST (for orders in the Americas) on January 31, 2017, through February 3, 2017. Please remember to submit all orders as early as possible to help us transition smoothly into the fiscal calendar change maintenance period. Orders placed during the fiscal calendar change maintenance period will be fulfilled beginning February 4, 2017.

Incentive Programs: 
Incentive program schedules, with the exception of Aggregator Rewards, will align to the new 4-4-5 calendar quarters. Incentives for the transition period (January 1 through February 3, 2017) will be included in Q1 FY18, which ends May 5, 2017. Q1 payouts for incentive programs will be distributed within the 60-day SLA by July 6, 2017.

Updated FAQs:
To see additional questions on Aggregator Rewards, development funds, and the fiscal calendar change maintenance period, please review the updated Partner FAQs.

CRN 2016 Products of the Year: VMware Recognized


Soccer superstar Pele once said “the more difficult the victory, the greater happiness in winning” and we are inclined to agree.  VMware is very proud to announce that we have been recognized by CRN for Products of the Year Awards in the following categories:

  • Cloud Foundation – Cloud Platforms – Overall Winner
  • vSAN – Software-Defined Technology – Overall Winner
  • VMware NSX – Virtustream Enterprise Cloud – Cloud Services – Revenue and Profit Winner
  • VMware vSphere, vCenter Server and vSAN – Dell EMC VxRail – Hyper Converged Infrastructure – Finalist

As a reminder, CRN’s Products of the Year Awards represent best-in-class technological innovation backed by a strong channel partner program.

Award winners for 2016 were determined through a combination of editorial selection and a solution provider survey to accurately capture real-world satisfaction among partners and their customers.

For this reason, we are especially honored to have been selected as a winning software vendor.

It is our mission to deliver the best platform to drive digital business transformation for our mutual customers and to create growth for our global partner ecosystem.

We are delighted to receive the prestigious CRN 2016 Products of the Year awards and look forward to continued success in conjunction with our stellar channel partners in 2017.

For complete details, please see the Radius blog post published on 12/5/16.

Executive Forum: 2017 Trends Open New Doors for NSX


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Frank Rauch, VP of Americas Partner Organization recently interviewed Rajiv Ramaswami, COO Products and Cloud Services to talk about the executive viewpoint on Network Virtualization.  Watch as Frank and Rajiv illustrate how partners can drive more revenue through their organizations with NSX.   Key takeaways to note as you begin your 2017 business planning:

Extensive Market Opportunities

Network Virtualization is the single biggest transformation impacting the networking industry today. Including security, automation and application continuity, the opportunity is an estimated $10B.

As customers adopt more cloud and hybrid-cloud solutions, the need for networking increases, putting VMware partners at the front of the growth curve. The VMware installed compute space alone, has quickly grown to over a half-million customers and by the end of Q3, 1,900 had already adopted NSX, a reminder of the direction we’re headed with digital transformation.

Marketplace Differentiators

Security and Automation are the two major drivers for network virtualization. Partners that understand these customer concerns are uniquely positioned to help them modernize and streamline their business through digital transformation.

  1. Security: Once a data center perimeter has been compromised and attackers are inside, chaos begins. Consequently, data centers are a source of security concerns for many customers. Thankfully, micro segmentation is a game changer and once customers learn what it can do, it’s often the first trigger for network virtualization deployment. From there, other use cases across mobile users and virtual desktops become apparent and rapid expansion of VMware solutions follow.
  1. Automation: Every time a VM is turned up, customers also have to turn up related security. In a hardware-based environment that process is not automated but in an SDDC environment, it is. So, what previously took six-weeks to deploy can be accomplished in an hour with NSX. This speed in provisioning is a differentiator. Combine speed with micro segmentation’s ability to provide first line of defense for security issues and its routing capability to send deeper security alerts to other services automatically, and the automation story is truly compelling.

The Future of NSX

Customers are looking for ways to move data between clouds and NSX is the answer; network virtualization underpins VMware Cloud Foundation, Cross-Cloud Services and our container strategy. NSX is the foundational piece that opens doors for partners to secure, manage and deploy VMs in the public cloud and on VMware or native stacks. In 2017, NSX will also become critical in application development, micro service architectures with containers, and key in answering security concerns.

Prepare for growth and ensure your team is up to speed on NSX opportunities by completing these next steps:

  • Watch the full interview with Frank Rauch and Rajiv Ramaswami for more on network virtualization trends and use cases.
  • Ensure your technical staff is up to speed. Have them register for the December 7th vmLive at 8am PDT on Architecting NSX with Business Critical Applications for Security and More.  The session will illustrate how customers can use the capabilities of NSX to make critical applications like SQL, Oracle and SAP more secure by dynamically enforcing security policies.  The session will also cover how customers can streamline their deployment and test operations and how NSX can help with stretching Oracle RAC between remote sites to achieve HA and ensure workload mobility.
  • Remind your Marketing team to visit the Partner Demand Center to easily customize and deploy NSX campaigns.




How VMware SDDC Solutions Drive More Business

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Customers across the globe and in all sectors are grappling with the complexity and cost of digital transformation. Momentum continues to mount despite budget barriers and transforming is no longer a choice. Fortunately, decreasing IT spend is a natural byproduct of the VMware SDDC solution suite and differentiates VMware partners in ways that bolster growth.

How do we know?

At Partner Exchange 2016, over 1500 VMware partners gathered for boot camps, training and more. There, we spoke with partners, including Cleveland, OH based Rolta AdviseX about customer challenges and wins within the SDDC market.  Here’s what we learned about how SDDC drives more business:

The Software-Defined Data Center eases digital transformation.

VMware SDDC solutions provide a strategic avenue by which partners can help customers digital transformation by:

  • Creating more efficiency, simplicity and agility through automation
  • Leveraging NSX for added security across their network
  • Lowering storage costs with vSAN
  • Fully integrating solutions across the entire customer environment

Moving to the SDDC improves IT budgets.

Customers often point to storage as their top budget cruncher and much of that has to do with the labor involved.  As a key building block of the SDDC, VMware offers Software-Defined Storage solutions such as vSAN which can mitigate costs in several ways:

  • vSAN quickly reduces storage costs by 20 to 30 percent compared to traditional storage.
  • Capital is freed up when storage is integrated into x86 servers because customers don’t have to buy large monolithic frames.
  • With integrated storage, customers buy building blocks to grow storage alongside their compute and network capacity. Doing so results in less spend tied to projected growth and focuses more on business ‘right now.’

The SDDC saves time for IT teams.

At the end of the day, SDDC’s story is about freeing up resources from hardware and providing unified management and APIs for things such as private cloud initiatives. With VMware, partners are able to tell powerful time and cost saving stories to those who have become accustomed to multiple interfaces across multiple brands.

For more information about Rolta AdviseX and their success with the SDDC, watch this short partner story video from Partner Exchange 2016.

Interested in sharing your own story to inspire the VMware partner eco-system?  You now have two opportunities to highlight your organization’s outstanding performance:

  • Submit your success story/reference for a chance to be featured in an upcoming Power of Partnership blog or video.
  • Nominate your organization for a 2016 VMware Global Partner Innovation Award for a chance to be honored at the annual VMware Partner Leadership Summit in 2017.

Remember, submitting a success story/reference or a Global Partner Innovation Awards nomination helps you:

  • Amplify your value proposition through VMware and external channels
  • Successfully market your organization
  • Demonstrate subject matter expertise on VMware solutions

So don’t wait, submit your reference or your Partner Innovation Awards nomination today!

No More “One-Size-Fits-All” Demos: Get Flexibility with VMware TestDrive


Last month, we discussed how VMware Partners can eliminate the cost of building their own demo environment and accelerate selling motion with VMware’s TestDrive. All said and done, TestDrive’s fully-featured, integrated, and globally available demonstration environment is pre-configured for a simplified demo experience.

But TestDrive not only simplifies the demo experience; it also brings much-needed flexibility to the digital transformation journey. Today, BYOD means so much more than consumers bringing personal devices into a work environment. As the digital workplace has evolved, devices are now used to change business processes themselves. With so many industries striving towards mobility, we understand Partners need more than a one-size-fits-all demonstration environment.

Quickly and easily help your customers across all verticals embrace mobility and find the right solutions for their industry-specific needs thanks to a variety of pre-configured demonstrations, including:

  1. Healthcare Check in Check Out Demo

Healthcare organizations struggle to embrace mobility in a secure and manageable way that’s beneficial to the providers and patients. With VMware’s Healthcare Check In Check Out demo, guide your customers through a digital clinical workspace that moves with care providers throughout their day. With the power of a desktop on any device, whether corporate owned or BYO, VMware Workspace ONE enables easy bedside consults, ensures secure access to patient information from anywhere, saves care providers up to 55 minutes every day, all the while providing better patient care.

And with only 28% of consumers loyal to brands, this same technology is used to boost customer engagement in retail industries. VMware’s Mobile Point of Sale (mPOS) enables retail associates to complete transactions throughout the store on customized tablets – improving the shopping experience by offering personalization and eliminating long lines and wait time.

Enroll and configure your iOS device for the Check In Check Out demo.

Enroll and configure your Android device for the Check In Check Out demo.

  1. Retail Kiosk Demo

 Point of sale isn’t the only way leading retail brands are deploying mobility to gain a competitive edge. Kiosk technology has evolved with the digital revolution, as well – specifically in airports, restaurants, and brick and mortar retail. With the Retail Kiosk Demo in TestDrive, retailers can see exactly how they’ll save time and money by refreshing kiosk content remotely. And they’ll improve shopper experience while they’re at it, thanks to applications like self-service checkout, gift registries, customer concierge, and more on secure devices locked in single application or kiosk mode.  Enroll and configure your iOS device for the Kiosk demo to find out more.

  1. Workspace ONE and Office 365

In 2016, almost every enterprise uses cloud-based apps – from Dropbox to Salesforce to Office 365. As these organizations race to keep up with digital transformation, maintaining different logins, passwords, and access levels with each new employee on-boarding can prove difficult. VMware has simplified this process with Workspace ONE. Using the Workspace ONE and Office 365 pre-configured demonstration in TestDrive, show customers how role-based access control not only provides access but also provisions accounts into cloud-based applications, such as Office 365. From day one, employees get the secure access to the apps they need – all with a single sign-on.

Enroll and configure your iOS device for the Workspace ONE and Office 365 demo here.

Want to guide your customers on their digital transformation?  Register to achieve VTSP Mobility today and join the vmLive session on how to demo EUC industry solutions via TestDrive.

2016 Global Partner Innovation Awards: Top 10 Reasons to Nominate Your Organization


As we move towards the end of the year, it’s time to take a moment and look back at all your achievements in 2016.  Think about how much you have accomplished this year and how that has strengthened your partnership with VMware.

To encourage you to give yourself the pat on the back you deserve, we give you the top 10 reasons to nominate your organization for a 2016 Global Partner Innovation Award today

10. Get recognized for outstanding performance in the VMware Partner eco-system

9.  Your organization could be a winner in one of 19 categories and enjoy great press throughout 2017 (winners receive a press release template) – a feather in your marketing hat

8,  It’s easier than winning an Oscar. Or having another son and naming him Oscar.

7.  Winners are honored at the 2017 Partner Leadership Summit.

6.  Because procrastination is like a credit card. Fun until you get the bill.

5.  Winners receive use of the exclusive 2016 Global Partner Innovation Awards logo for a whole       year.

4.  Winners get promoted at VMworld in 2017 and receive a pass to Partner Exchange.

3.  Get noticed at parties when you walk around with your fancy award.

2.  Your chances of winning are MUCH higher than Powerball.

1. And the NUMBER ONE reason to nominate your organization for a Global Partner Innovation Award is of course, BRAGGING RIGHTS!  Illustrate to your customers that you are recognized by VMware for outstanding performance and WIN MORE BUSINESS.

Watch as our Channel and Marketing executives personally invite partners to submit their nominations for the 2016 Global Partner Innovation Awards and get started today.