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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

Get Ready to Witness Innovation in Action at Fujitsu Forum 2015

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The Fujitsu Forum is taking place November 18-19th in Munich, Germany where over 13,000 ICT experts and opinion-leaders will arrive from over 80 countries around the globe in order to experience first hand, Human Centric Innovation in Action.

The conference will highlight the industry’s drive to discover new ways of using ICT, and will feature a series of keynotes, exhibits, and breakout sessions, offering unique opportunities to hear from industry leaders. VMware’s very own VP of End-User Computing, Shankar Iyer, is participating on a panel of six executives, each sharing their vision and perspective on the future workplace in one can’t-miss breakout session. A few other hot button topics that you can expect to hear about are micro-segmentation, Hybrid IT, EVO:SDDC, Mobile and Digital technologies.

The Fujitsu Forum offers an exclusive opportunity to expand your network, with over 73% of attendees identified as executives and IT management. Take this opportunity to meet customers, build relationships, and raise awareness of your business.

We are thrilled to be a platinum sponsor of the largest and most significant ICT industry event for management in Europe, and invite you to join us in exploring the new horizons of disruptive technologies. If you’d like to learn more, you can do so here.

What are you looking forward to most at the event?

The VMware Partner Network Team

VMware and NetApp: A Fruitful Partnership Based on Symmetry and Synergy

NetApp Insight 2015 Las Vegas just wrapped up, and VMware was once again proud to be a platinum sponsor of the event. In case you’re not familiar with it, this is NetApp’s annual conference for storage and data management pros. For four jam-packed days, NetApp customers, engineers, consultants and partners, like VMware, all get together to attend as many of the (over 300!) technical sessions as possible, test drive solutions at the Hands-On Labs, and see exciting new technology in action at the Solutions Expo.

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Jeff Freeman, VMware’s Sr. Director of Systems Engineering, was invited onto the main stage for the “Day 2” General Session and share some of his thoughts about the long-lasting and fruitful partnership between our two companies. In his over 25 years in the industry, and nine years with VMware, he’s seen the power of close collaboration between partners who are dedicated to similar goals. And the partnership between VMware and NetApp is especially well-aligned.

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Since 2002, VMware and NetApp have worked very well together, based on a synergy between our companies on two fronts: 1) the passion of our teams for innovation and our dedication to drive success for our customers, and 2) the engineering work we have done together on innovations like VCAI, VSC, VASA and vVOls—which have helped earn over 50K joint customers worldwide.

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One of the more exciting confluences of these two synergies has been on our latest VDI collaboration, which has resulted in the VMware Horizon 6 with FlexPod and the NetApp All Flash FAS solution. Together VMware and NetApp are driving the cost per desktop down to under $40 per seat. Not only is it less expensive, this solution allowed one of our customers to deliver 10,000 production-ready desktops for a global rollout, in just over a week. The amazing case study for this customer was turned into a well-attended event session, led by none other than Dave Hitz, EVP and Founder of NetApp.

Thanks NetApp, for a great event and a great partnership.

The VMware Partner Network Team

Recap: Partner Exchange at VMworld 2015 Europe

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On Monday, 12 October, Dell Inc. and EMC Corporation announced they have signed a definitive agreement under which Dell, together with its owners, Michael S. Dell, founder, chairman and chief executive officer of Dell, MSD Partners and Silver Lake, the global leader in technology investing, will acquire EMC Corporation, while maintaining VMware as a publicly-traded company. Read the full press release.

This exciting news set the tone and the stage for Partner Exchange @ VMworld 2015 Europe. Partners began the cloudy day by attending 38 breakout sessions and ended it with the Partner General Session and an Appreciation Party.

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The General Session took place at the Fira Gran Via in Barcelona, and was hosted by Jean-Philippe Barleaza, VMware’s Acting VP of EMEA Partners and Alliances, and Ross Brown, Senior Vice President of Worldwide Partners and Alliances. During the General Session, Ross laid out the journey to One Cloud, Any Application, Any Device, and shared his focused on:

  • Profitability
  • Services capability
  • Ease of doing business

He also covered three “top of mind” items for EMEA partners:

  • Embracing Industry Transformation
  • Cloud/Data Management Opportunities
  • Services

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During the General Session, Bill Fathers, Raghu Raghuram, Sumit Dhawan, Martin Casado and Carl Eschenbach spoke to partners exclusively on their individual charters in advance of their VMworld keynotes to ensure partners could act as a customer advisor for the week and beyond.

Bill Fathers, VMware EVP & GM of Cloud Services, spoke to the Evolution of the cloud and moving from experimental phase into professional phase as well as Hybrid applications as the future, and why you need a hybrid platform.

Raghu Raghuram, VMware’s EVP and GM of the Software-Defined Data Center, took a deep dive in VMware’s SDDC as a foundation for the unified hybrid cloud. He touched on the unbridled opportunity for you, our partners, either in private cloud, or migrating customers to public cloud, or building and operating services in public cloud via vCloud Air.

Sumit Dhawan, SVP and GM of VMware’s Desktop Products and End-User computing focused on Mobility and the unique relationship VMware has with our partners. He went over consumer simplicity and how we are uniquely provisioned with Workspace suite to deliver any app to any device.

Martin Casado, SVP of Networking and Security, discussed NSX and how today, the application is the network. He also touched on the ways in which the landscape is changing so quickly with new regulations.

Carl Eschenbach, VMware President and COO then closed out the General Session asking partners to join the bold expedition that VMware is headed towards with its partners, and concluded with a fireside chat asking Ross what it means to be leading VMware’s Partner Ecosystem. Carl set his expectations of:

  • Continuing to ensuring partner profitability and predictability
  • Increasing partners services capability and profitability
  • Helping partners guide customers through the transition to One Cloud, Any Application, Any Device

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The Rest of the Week

If you have yet to do so, come check out the Partner Lounge located in Building 7. With lots of free and fun giveaways, coffee, comfortable chairs and chargers, the lounge is your one stop shop for all of your partner needs while at VMworld.

Feeling quizzy? Come take our “Smart Partner Quiz” for a change to be promoted over our social channels, or better yet, sign-up for our own exclusive Hands-on Lab happening today and tomorrow.


In addition to Partner Exchange @ VMworld 2015, VMware will host our first ever Partner Leadership Summit taking place March 6-9, 2016 in Scottsdale, AZ. This invite only event will focus on our C-Level Business audiences within our top partners.

We hope you have enjoyed Partner Exchange in Barcelona as much as we have. There is a lot more to explore and learn as the week continues with VMworld 2015. See which products launched at VMworld 2015 U.S.

Don’t forget to engage with your fellow partners and customers, get enabled and follow us on twitter: @VMware_partners.

We look forward to seeing you next year as we stay Ready for Any.

The VMware Partner Network Team


Get Ready for Any at VMworld 2015 Europe

VMworld 2015 Europe is around the corner, and we are thrilled to see our partner attendees on Monday, 12 October for Partner Exchange in Barcelona, Spain at the Fira Barcelona Gran Via. The day will be filled with Route-to-Market sessions, Strategy Sessions, a General Session, networking opportunities, and a Partner reception. Check out the full agenda.

Here are five reasons this event will benefit you:

  1. Become a customer advisor for the week as you’ll receive updates and important announcements ahead of time
  2. Help align your go-to-market focus areas with VMware’s
  3. Gain access to more enablement and dedicated partner content
  4. Spend more time with your customers at VMworld
  5. Provide the tools you need to accelerate the sales cycle

Listen as Toni Adams, VMware’s Vice President of Partner & Alliance Marketing shares his thoughts on the event:

Whether you’re a Solution Provider, Service Provider, OEM, System Integrator, or an ISV partner, Partner Exchange at VMworld Europe will enable you to:

  • Learn from VMware executives and channel leaders on the company’s strategy, direction, and roadmap.
  • Choose partner focused Breakout Sessions across 4 different tracks: Technical, Business/Sales, Services and Cloud. Much of the partner content offered during Partner Exchange @ VMworld 2015 will also come directly from the VMware Worldwide Sales Kick-Off as well as the VMware Tech Summit.
  • Hear from VMware leaders about how VMware is the right partner to help support your key Route-To-Market strategy. We are excited to announce that Jean-Philippe Barleaza, Sr. Director of EMEA Partner Management will lead the General session with Ross Brown, Senior Vice President of Worldwide Partners and Alliances.
  • Exclusive access to the Partner Lounge throughout the main VMworld conference

After Partner Exchange

Join other business and technology professionals, VMware experts and executives for the rest of the week as we all come together to share the stories of our successes over the last year, learn from each other, and inspire one another to realize greater achievements in virtualization.

IT is in the midst of a dramatic shift to the mobile-cloud era, one in which IT services can be consumed on-demand across the enterprise and in hybrid and public clouds.

Learn how VMworld can help you shape your software-defined enterprise, radically simplifying IT while delivering services at the speed of today’s business.

It’s not too late to register for the IT event of the year. Join us as we get Ready for Any. We look forward to seeing you there.

The VMware Partner Network Team

Become a Trusted Advisor with VMware’s Free VSAN Assessment Tool

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Calling all VI Admins, Enterprise Architect/Storage Admins and Infrastructure or IT Directors—did you know VMware’s free VSAN Assessment tool enables you to assess your customer’s storage environment and identify Virtual SAN opportunities at customer sites in just one week? The tool provides detailed insights into your customer’s virtualization environment that can position you as a trusted-advisor delivering valuable information, with or without a purchase of Virtual SAN.

By showing your customers how they can benefit from Virtual SAN technology in their environments, you are able to speed up the sales process and close more deals.

This SaaS-based tool collects and analyzes data from your customer’s vSphere storage environment (i.e., I/O patterns), and provides the following technical and business recommendations:

  • Which VMs are a suitable candidate for Virtual SAN – Hybrid or All Flash
  • Sizing and hardware recommendations (i.e., number of servers, SSD, HDD)
  • TCO analysis compared to storage arrays

How VMware VSAN Enables Hyper-Converged Infrastructure 

HCI is top of mind for many customers and when deployed creates a true software defined data center. The foundational components of VMware’s HCI solution are VMware vSphere and VMware Virtual SAN, which allow the convergence of compute, storage and networking onto a single, integrated layer of software that, can run on any commodity x86 infrastructure. vSphere abstracts and aggregates compute and memory resources into logical pools of compute capacity while Virtual SAN, embedded in vSphere, pools server-attached storage to create a high performance, shared datastore for virtual machine storage.

Launching Hybrid Cloud

VMware Virtual SAN can be leveraged not just in the on-prem data center (i.e. the private cloud), but also by public clouds, like vCloud Air or the vCloud Air Network of cloud providers.  The result is one unified hybrid cloud managed from a common cloud management platform.

Growing End-User Computing

Finally, Virtual SAN ADV is bundled with Horizon ENT and ADV, providing those customers with radically simple and scalable storage for virtual desktops and applications, with superior performance and dramatically lower TCO. In addition, Virtual SAN for Desktop licenses provide an easy, per-desktop storage option with predictable costs and scaling. Learn more about Virtual SAN for Horizon.

How is VMware supporting me with these enhancements?

Virtual SAN 6.1 is the third-generation of VMware’s hypervisor-converged storage for vSphere. With this release we are introducing several major enhancements and new capabilities that broaden the applicability of the now proven and reliable Virtual SAN technology with higher availability, new hardware options and advanced management capabilities delivered through VMware vRealize Operations. Virtual SAN 6.1 capabilities are building on top of the high performance and increased scale of Virtual SAN 6.0 by providing enterprise-class storage for all virtualized workloads, including Tier-1 production, mission-critical applications, and high availability demanding use cases. Visit the VSAN Assessment Partner Central page today and:

The VMware Partner Network Team

Enterprise Mobility Translates to Success

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With Q4 around the corner, now is a great time to drive demand, increase your customer share of wallet, and customer value with Enterprise mobility.

Today, the only thing growing faster than the volume and variety of mobile devices is the expectation of users and lines of business for the impact mobility can have on business. Mobility remains a top strategic opportunity, due to the potential to make an enterprise more competitive, whether by making employees more productive or engaging with customers in innovative ways.

Enterprise mobility gives users a seamless experience across multiple devices, delivering a secure workspace for business-critical applications, safely enabling bring-your-own-device (BYOD) and self-service capabilities, and establishing a platform that scales to support new processes to serve a more mobile workforce and customer base. Gaining control over the proliferation of devices through unified security and management is a key first step.

Our AirWatch Enterprise Mobility Management platform provides IT professionals with an opportunity to enable business process transformations, drive new revenue streams, and create memorable new ways to connect with customers.

The new AirWatch campaign is designed to meet the flexibility and customization needs for you to effectively sell/market AirWatch, one of our focused PowerPlays for H2 2015. Along with customer success, executing this campaign will result in a win-win for both you and VMware.

You can drive AirWatch sales by running the new campaign today. Execute through the Partner Demand Center or download copy and source files to run the campaign through your own marketing platform.

Learn more by watching this video:

The VMware Partner Network Team

Better than Ever— The VMware vSphere with Operations Management Campaign

You can’t afford to miss out on the newly refreshed VMware vSphere with Operations Management (vSOM) campaign. With an opportunity to capture a larger share of wallet and help your customers deliver more value to their businesses, this is one campaign worth its weight in gold. Plus, it’s a Power Play product, which allows you to cash in on the highest level of partner incentives.

With over 300,000 existing VMware vSphere customers to target, vSphere with Operations Management is a natural upsell/cross-sell opportunity that can help you bring greater value to your customers.

Built with three messaging paths to choose from, you can easily differentiate yourself in the marketplace by leveraging the benefits of:

  • Virtualization with Consistent Management
  • Intelligent Operations from Apps to Storage
  • Automation with Control

Watch this short video to learn more:

To add even more value, we’ve included assets to deliver interest in a free, half-day vSphere Optimization Assessment workshop with potential customers.

The vSphere with Operations Management campaign’s flexible design allows you to customize and differentiate your campaigns since you can select images from our vSOM photography, and add in the value proposition, logo, and contact information. You can run this campaign on the VMware Partner Demand Center or download the assets and execute on your own marketing platform.

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Are you ready to increase revenue? Follow this direct link to the campaign (login required) or log in to the Partner Demand Center and go to the Integrated Campaigns section. Select the VMware vSphere with Operations Management campaign and begin customizing your campaign assets today.

The VMware Partner Network Team