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Maintain a Competitive Edge in 2017


Last year we released a Solution Portfolio Summary and Competitive Guide designed to help partners easily spot customer opportunities and jump start conversations. The feedback was overwhelmingly positive and spurred us to add updated information for 2017.

Let’s take a look at what’s new:

  1. The Cross-Cloud Architecture Story: Cross-cloud is essential for digital transformation. The Guide simplifies the story, making it easier for partners to develop roadmaps built on VMware’s product stack that drive positive outcomes no matter the customers’ starting point.
  2. Conversation Starters at Every Level: The Guide provides a framework including strategic benefit statements aligned to solutions that positions you well in transformation conversations for the C-suite as well as more technically at the product level for IT departments.
  3. Connect With Outcomes: The Guide helps you tell higher-level stories in ways that connect solutions to outcomes and growth, alongside building trust that deepens your relationships with customers and prospects.

We understand that the VMware portfolio and cross-cloud architecture solutions are like a puzzle; if you aren’t sure what the outcome looks like, it’s difficult to effectively place the pieces. That’s why customers rely on partners to guide them and it’s why our updated Competitive Guide is partner-friendly, visually compelling, and easy to navigate while delivering all the pieces necessary to tell a complete story.

In addition to highlights above, the updated VMware Competitive Guide also includes:

  • Keyword Glossary: helps quickly identify a VMware solution based on customer needs
  • Product Talk Tracks: makes it easy to position cross-cloud solutions
  • Categorized Information: groups critical information in one location by solution including;
    • value prop
    • key and strategic benefits
    • helpful links
    • primary competitors
    • competitive differentiators

Our updated Solution Portfolio Summary and Competitive Guide is designed with customer discussions in mind so that in a meeting, it’s easier for you to quickly recognize opportunities and deliver on customer expectations.

Note: If you haven’t shown this to your sales and inside sales teams, this is the asset to get them started but it’s not a prerequisite. In fact, there are no prerequisites to using the VMware Competitive Guide. Even if your sales teams are in the process of obtaining VMware accreditations and certifications, they can still utilize it.

Maintain your competitive edge; visit Partner Central and DOWNLOAD THE COMPETITIVE GUIDE today.

Accelerating Digital Transformation with EUC Insights

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Join us over the next three weeks as we bring global partners, prospects and customers together for EUC Insights, a free virtual event where upgrades and additions to our Horizon platform will be fully unveiled. Partners are encouraged to attend alongside their prospects and customers to learn about and test Horizon 7, Horizon Apps, and Horizon Cloud.

Why Attend?

Your customers and prospects are juggling IT priorities now more than ever and for many it is overwhelming. They need to increase efficiency and meet user demands, and find the right solutions at the right price. They look to VMware partners as trusted advisers and resources for best practices on IT budget allocations, competitive differentiation, resource requirements, and more.

When customers have opportunities to try before they buy, trust is built, use cases are proven, and sales cycles shortened. EUC Insights is the perfect opportunity to arm your customers with key information to help them make informed decisions, faster. These events help you answer questions and show tangible improvement in user experiences with Horizon solutions and position partners as integral to the conversation.

What EUC Insights Provides.

EUC Insights enables you to showcase new and upgraded solutions both free and virtually. The format is robust – complete with a keynote, virtual expo, hands-on learning and breakouts. At EUC Insights, partners and customers will:

  • Receive an in-depth look at the latest EUC offerings including Blast Extreme Adaptive Transport (BEAT), Skype for Business and Just-in-time-Apps.
  • Participate with VMware EUC experts in discussions and Q&A sessions
  • Try before they buy at virtual Hands-on-Labs for AirWatch, App Development and Management, Virtual Desktop and Apps and WorkspaceONE
  • Attend breakout sessions on topics such as:
    • Application and Desktop Virtualizations
    • Application and Access Management
    • Endpoint Security
    • Unified Endpoint Management
    • Modernizing Windows10 Management

Register Now.

Don’t miss this opportunity to introduce your customers and prospects to the latest EUC insights, tools and solutions. Invite them to attend the EUC Insights event for their region:

AMER – Feb 15, 2017 Register

APJ – Mar 2, 2017 Register

EMEA –Mar 7, 2017 Register

Additional Resources:

Horizon Cloud and Horizon Apps blogs.

Visit Partner Central product pages to learn about, market, and sell these new solutions. Resources include vmLIVE sessions, quarterly launch briefing videos, sales tools and more:

Horizon Cloud

Horizon 7.1

Horizon Apps

2017 Partner Survey: We Want to Hear From You

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Together, VMware and our partners are influencing digital transformation efforts, globally and across all sectors. Thanks in large part to the feedback from our partner community; we all continue to act as trusted advisers driving strategy and positively impacting customer revenue and growth outcomes.

We are eager to hear from you—our valued partners.

The powerful partnerships we cultivate with top-notch IT solution providers, systems integrators, value added resellers and other partners is critical to our joint success.  Watch here to see why your voice is so important in helping us provide best-in-class partner programs that support your success.

 Respond today

The Partner Survey is now open through February 24, 2017.  Look for your personalized email from Ross Brown, SVP, Worldwide Partners and Alliances, sent between February 3- 7, and take a few minutes to let us what we are doing right and what we can improve in the future.  If you cannot locate the email, click here.

 What have we done with your previous feedback?

We value your opinion and leverage your feedback to make business decisions that focus on initiatives such as:

  • Amplifying partner incentives
  • Sales acceleration tools
  • Product specific demand generation campaigns
  • Partner resources and marketing automation
  • Sales and field support teams
  • Partnerships with public cloud providers and other vendors

Check out some of the improvements we made based on the feedback we received last year.

We highly value the information you provide as we look toward the future to:

  • Prioritize and support change initiatives
  • Grow our solution offerings
  • Improve your partner experience
  • Remain connected with you, our Partners

Thank you for your participation in the Partner Survey.  We appreciate your feedback and look forward to continued mutual success in 2017 and beyond.

Security and BYOD: The Partner Approach


The cost of enterprise data security breaches has skyrocketed. Truly, the numbers are numbing; and research shows a continued and steady increase of 12 – 15% from $4M to $1T by 2021. Imagine what the current $158 per stolen record average cost will be in five years if organizations do not implement and keep up with security strategy.

Security needs are driven by digital transformation, which is in large part driven by consumers. We want instant access to information on our devices to increase productivity across work and personal lives simultaneously, yet nobody wants to carry two phones or hand over access to their personal devices to employers. In other words, BYOD is fast moving from perk to necessity, and part of attracting talent is tied to BYOD policies.

It has been said that there are “two types of companies in America; the 97% that have been hacked and the 3% that have likely been hacked but don’t know it”. Looking at data from PwC research makes it clear; employees remain the most cited source of compromise.

Security questions VMware partners are helping customers answer include:

  • How do we keep our enterprise network secure without making our BYOD policies too invasive?
  • Can we ensure users do not access data from compromised devices and networks?
  • How much access do mobile users have to critical internal resources?
  • Do we have the right technologies in place that would prevent breaches from mobile users?
  • In the event of a breach, how do we minimize damage to our business and customers?
  • How much should we budget to address our security needs?

 Enterprise security conversations present opportunity for partners.

BYOD is one aspect of security concerns for organizations and can be addressed with new advancements in biometric authentication like facial recognition now available in WorkSpace ONE. AirWatch also contributes significantly to security initiatives with app lockdown and other capabilities. Tight integrations with other mission critical business apps ensures users can complete entire workflows on mobile, solving for mobile micro-moments and driving digital transformation.

Additionally, there are security topics like infrastructure and compliance that our partners are addressing. For example, the way NSX protects resources via micro-segmentation and helps implement compliance and privacy standards across an organization.

 Security and BYOD are not going anywhere.

Often, it’s the sense of being overwhelmed that delays many organizations from adequately addressing these important issues. They are not sure where to begin, what a protected environment looks like, how to develop and align strategy and which solutions will scale with their growth. Utilizing demo tools like TestDrive where customers login to experience the possibilities before making a purchase plus demand generation campaigns available in the partner demand center are some of the ways we support partners to become trusted advisors and accelerate adoption of security solutions for customers.

For more information about BYOD security solutions, make sure to register for the upcoming vmLive VMware AirWatch & VMware Mobile Security Alliance on February 8 at 9:30am PDT.

Partner Perspectives: Accelerating the Customer Cloud Journey


IT as a service (ITaaS) is at the forefront of the latest fundamental shift in consumption as enterprise IT organizations continue to veer away from the outdated build model of yesteryear, toward a consume model aligned with cloud adoption. In short, we are collectively sprinting in order to modernize IT. The race away from step-by-step processes that address immediate IT needs first, to a holistic, planned and flawlessly executed strategy across the entire IT environment is on.

VMware Validated Designs are key to these digital transformation strategies and are helping end-users realize a faster and more strategic journey to the cloud. That is what we learned during a conversation with Accenture at VMware Partner Exchange 2016. Accenture underscored the value that partners can bring to their customers on their journey to the cloud.  Through VMware Validated Designs, partners can offer:

Speed to Cloud

VMware Validated Designs facilitate cloud adoption more quickly than customers have ever been able to do so before. Speed to cloud is a differentiator for solution providers and when they can deliver speed within strategic, custom blue prints developed by certified experts, the value proposition becomes clear.

Expertise in Partnership

VMware partners are not just selling transactional services; they are providing solutions and expertise. Modern IT organizations require service providers to have resources and experts to design and implement end-to-end products in an automated fashion.  VMware Validated Designs help Accenture mitigate risk, so clients can quickly get up and running in an automated, predictable and consistent manner. In addition, it ensures the environment is continually where it needs to be after deployment, which bolsters long-term partner-customer relationships.

Enhanced Validated Designs

VMware solutions invite custom collaborations between VMware partners and end-users. For example, Accenture enhances VMware Validated Designs by integrating advanced compliance. This brings peace of mind to customers with SOX or HIPAA needs who can rest assured their environment always meets compliance requirements.

Long-term Strengths

At the end of the day, VMware Validated Designs are utilized to help organizations move through digital transformation in a strategic, holistic manner. With blue print in hand, it is an opportunity for VMware partners to create lasting and collaborative partnership with their customers.

Meticulous planning and expertise are essential ingredients to successfully expedite customers’ transition to cloud and helping them along their digital journey. Hence, partners like Accenture are critical to help realize the potential of VMware Validated Designs.

Accenture’s VMware Validated Design is a reference architecture for implementation of a private cloud based on VMware’s SDDC technology.

For more on how Accenture has achieved success with VMware Validated Designs, watch this short video.

Using this design blueprint, customers can:

  • Focus on business priorities by minimizing ‘time to value’ through implementation of a private cloud in days vs months
  • Simplify user experience through automated provisioning and management
  • Meet business demands through scalable, resilient and secure architecture

To learn more about Accenture’s VMware Validated Designs, contact accenture@vmware.com

Interested in telling your story and inspiring others?  We would love to hear about it!  Here are 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 VMW and external channels
  • Successfully market your organization
  • Demonstrate subject matter expertise on VMW solutions

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


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.