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Monthly Archives: August 2011

Get Trained, VMware View 5-Your Cloud, Your Desktop, Just Got Better

Maureen Hello Partners, VMworld 2011 is here and Las Vegas is buzzing with VMware enthusiasts-networking, learning, and essentially taking customers yet another step further on their journey to IT as a service.

Today we announced the highly anticipated VMware View 5.  VMware View 5 Enables a new way to work for both IT and end users that goes beyond the walls of the physical PC.  IT gains greater control while simultaneously gaining flexibility to embrace new technologies and simplify management of the end user environment.  Meanwhile end users are able to access highly available desktop services from the “cloud” around the world.

View Learning Opportunities
I would like to highlight the immediate learning avenues that will help you quickly capitalize on View 5 opportunities that lie ahead.

Go to Partner University TV
If you have a VMware Partner Central Account please go to Partner  University TV (PU-TV) and take a look at the just released videos, delivered by end user computing experts on over 10 topics. In addition to the Sales, Pricing and Technical Overview topics you will find excellent presentations by business unit executives, subject matter experts on exciting topics such as:

• “Making the TCO/ROI” case
• VMware View as the Business Process Desktop
• Growing your Business ion the K-12 with View
• VMware View for Resilient Desktop in Healthcare
• vSphere for Desktop (Pricing and Packaging)

We also have some great material on “View and Windows 7 Migration” and “Why Choose VMware View over the Competition”.

Partner Track at VMworld 2011
If you’re at VMworld this week, we have several expert led end-user computing sessions to provide you the sales and pre-sales traction you need to successfully drive View 5 deals and opportunities. Please be sure to check the Partner Track Program Guide for these sessions.

• Over 60+ End User Computing  (EUC) sales and technical sessions
      9 EUC sessions Partner Track
      54  total sessions at VMworld EUC Track
     Includes Competitive Sessions

 New Desktop Advanced Technical Briefing (delivered at VMworld 2011)

 Hands on Labs
     2 hands on Lab sessions  HOL 22 and HOL 24

 VMware Solution Track for View 5 (Solution Track Express)  : Interactive 3 hour session covering solution, use cases and selling methodologies.

 Desktop Competency Boot Camps
FACT: Here is a fact on competencies from data collected by VMware from our partners that will convince you to continue your investment in the Desktop Competency.

“Average deal size with VMware Competency is up to 4 times larger” 

vmLIVE – Radio Events
We realize that with conflicting schedules, as much as we like to have you there, not everyone will be able to make it to Partner Track  at VMworld 2011.

Starting in early September we will host a series of View 5 Topics across all the geographies and we hope you will be able to take advantage by attending these live radio events.

The vmLIVE Calendar can be located here, register for the sessions that work for you.

In addition to the above you will see a series of learning opportunities rolling out over the course of the next several weeks in support of your competency training both instructor-lead and on-line learning opportunities. I wish you a lot of success over the course of the year and let us know how we can make your VMware  learning experience more effective and relevant!

-Maureen Lonergan

Senior Director, VMware Partner Strategy and Operations

The Top Four VMworld 2011 Partner Track Sessions

Maureen With more than 30 VMworld 2011 sessions for partners, there’s no shortage of opportunities to learn more about successfully selling VMware solutions (not to mention networking with other partners).

This year we have developed a Partner Guide that will allow you to choose sessions based on your partner type and job role. This is a great way to ensure you are getting the most out of this event. And just a quick reminder, you must pre-register in order to get access to any session, so be sure to visit vmworld.com and log into Schedule Builder to sign up for the sessions you want to attend.

Because this event offers so much in the way of content, training and technical sessions I wanted to highlight the top four sessions you definitely don’t want to miss. Each lasts one hour and will be located at the Wynn Hotel in Las Vegas. (Just a FYI-Free shuttles run throughout the conference between the Venetian Hotel and the Wynn). For a preview of the can’t-miss VMworld events for partners, see my previous blog.

* What’s New with vSphere 5.0 Licensing and Pricing
Monday, Aug. 29, 10:00 a.m.
Wednesday, Aug. 31, 4:00 p.m.
Session ID: PAR2368; Twitter hashtag: #par2368

Get the scoop on the updates to VMware vSphere 5.0 licensing and pricing as well as an overview of the updated VMware vSphere 5.0 editions and acceleration kits lineup.  

* Management and Operations: Management Overview Part 1 of 2:  Portfolio Overview and Sales Strategy
Monday, Aug. 29, 10:00 a.m.
Thursday, Sept. 1, 12:30 p.m.
Session ID: PAR3227; Twitter hashtag: #par3227

Come find out how to capitalize on a market that’s projected to grow nearly 30 percent annually. In this session, you’ll get an overview of the VMware Management Portfolio, ranging from VMware vCenter Operations (an ideal VMware vSphere add-on sale) to strategic sales opportunities such as vCenter Configuration Manager, used for managing customer security and compliance requirements.

(Part 2 will be held after Part 1, Monday at 11:30 a.m. and Thursday at 2 p.m.)

* End-User Computing: Plan, Build, and Deliver a VMware Zimbra Cloud Application Business
Monday, Aug. 29, 11:30 a.m.
Wednesday, Aug. 31, 2:30 p.m.
Session ID: PAR3071; Twitter hashtag: #par3071

In order to keep growing, service providers need the ability to offer new services and products, such as VMware Zimbra, to their customers. In this session, you’ll learn how to migrate and deploy Zimbra as well as extend the platform with additional services.

* Product and Feature Adoption Trends in Enterprise Customers
Wednesday, Aug. 31, 1 p.m.
Session ID: PAR3219; Twitter hashtag: #par3219

In this session, we’ll share key findings about where enterprise customers are in their virtualization adoption—in what areas they’re investing, what the green field opportunities are, and how you can use this information to successfully lead customers through the cloud journey.

It’s worth saying again-Don’t Forget to Register!

To attend the sessions and the Partner Lunch/Super Session, you must pre-register using our Schedule Builder

For more details about VMworld 2011 partner events, download our VMworld 2011 partner guide (in PDF format). You can also learn more about VMworld 2011 sessions by going to the VMworld web site.

-Maureen Lonergan

Maureen Lonergan is the Director of Global Channel Enablement. She has responsibility for building training programs to enable all Channel Partners; Solution Providers, Corporate Resellers, Technology Providers, Alliance Partners, System Integrators and System Outsourcers, and Hosting. She has been leading the Channel Enablement Team since August 2008.

Members from the VMware Partner Team share their top reason to attend VMworld's Partner Track. Register today at: www.vmworld.com !

The Top Five VMware Partner Events at VMworld 2011

Maureen VMworld 2011 (Aug. 29 to Sept. 1) is almost here, and there will be a lot going on during those four days in Vegas. To help you make the best use of your time, I’ve put together a quick guide to the top five events developed especially for VMware partners.

Please note: Most partner-related events will be held at the Wynn Las Vegas. There will be free shuttles running between the Wynn and the Venetian, which is the show’s main venue.

1. Partner Lunch and Super Session

Following a VMware-hosted luncheon for partners, the Super Session will feature Scott Aronson, VMware’s SVP, Global Channels and Alliances, in conversation with Tiffani Bova, Research VP for Gartner Research. Scott and Tiffani will discuss VMware’s programs for joint success with partners, cloud computing, and the evolving role partners play.

Wynn Las Vegas
Monday, Aug. 29
Lunch: 12:00 p.m. to 1:30 p.m., Lafite Ballroom
Super Session: 1:30 p.m. to 2:30 p.m., Latour Ballroom

2. VMware Partner Lounge

Stop by the VMware Partner Lounge (Lafite 1 at the Wynn) to network with your peers, catch up on email, or just take a break from the hectic pace of VMworld.

3. Partner Area of the VMware Booth
 
Check out our dedicated partner area In the VMware booth at the Venetian Hotel. You can get the latest updates on VMware Partner University training opportunities, lead generation tools, revenue-generating programs, and more.

4. Partner Tweetup

Meet members from the VMware Education and, Partner Readiness teams along with some VCDX folks at the Partner Tweetup. Global Knowledge is sponsoring the event, there will be beer, wine and appetizers served-a great way to end your Tuesday. I’ll be there too so be sure to stop by and introduce yourself. Register here.

5. Partner Track Sessions

We’ve got over 30 informative sessions at the Wynn to help you position, sell, and support VMware solutions. I’ll cover the top four don’t-miss sessions in detail in a follow-up post. In the meantime, here are the four sessions you’ll want to add to your calendar:

* What’s New with vSphere 5.0 Licensing and Pricing
Monday, Aug. 29, 10:00 a.m.
Wednesday, Aug. 31, 4:00 p.m.
Session ID: PAR2368; Twitter hashtag: #par2368

* Management and Operations: Management Overview Part 1 of 2:  Portfolio Overview and Sales Strategy
Monday, Aug. 29, 10:00 a.m.
Thursday, Sept. 1, 12:30 p.m.
Session ID: PAR3227; Twitter hashtag: #par3227

* End-User Computing: Plan, Build, and Deliver a VMware Zimbra Cloud Application Business
Monday, Aug. 29, 11:30 a.m.
Wednesday, Aug. 31, 2:30 p.m.
Session ID: PAR3071; Twitter hashtag: #par3071

* Product and Feature Adoption Trends in Enterprise Customers
Wednesday, Aug. 31, 1 p.m.
Session ID: PAR3219; Twitter hashtag: #par3219

How to Register and Get More Information

* Please be aware that you must pre-register using our Schedule Builder to get access to the sessions and the Partner Lunch/Super Session.

* Download our handy guide (in PDF format) to VMworld 2011 partner events. Using this guide, you can quickly browse events of interest to corporate resellers, distributors, global system integrators and outsourcers, global OEM alliance partners, service providers, solution providers, and technology alliance partners. 

* You can also learn more about VMworld 2011 by going to the VMworld web site.

I’m looking forward to seeing you at the show!

-Maureen Lonergan

Maureen Lonergan is the Director of Global Channel Enablement. She has responsibility for building training programs to enable all Channel Partners; Solution Providers, Corporate Resellers, Technology Providers, Alliance Partners, System Integrators and System Outsourcers, and Hosting. She has been leading the Channel Enablement Team since August 2008.

VMware Sales Professional (VSP) 5 Now Available

Maureen Did you know that in just a week after its release, over 400 Partners completed their VSP 5? It’s no surprise to me that VMware Partners are jumping on the opportunity to complete their VSP 5 as we have some of the most dedicated Partners in the industry.

This updated accreditation program is designed to give Partners a solid foundation of general knowledge in the products and business of VMware. Designed for new and exisiting VMware partners alike, VSP 5 offers modules that inspire and enable partners as they make their first VMware sales and also offers an upgrade path for those partners that have already completed their VSP 4.

Completion of the VSP 5 Accreditation will allow you to:

• Describe the basics of virtualization and cloud computing technology
• Articulate the main customer challenge areas that VMware solutions address
• Engage a customer in a discussion about VMware’s solutions for Cloud Computing
• Craft an elevator pitch suitable for brief discussions, leaving voice messages, or sending e-mails
• Design your own enablement plan to increase your competence and value as a VMware Partner
• Take advantage of VMware Partner programs for generating demand and increasing revenue

VSP 5 provides a detailed roadmap for Partner success, showing Partners how to make the most of their benefits and relationship with VMware. I highly encourage you to visit Partner University to complete your VSP 5 training.

 -Maureen Lonergan

Maureen Lonergan is the Director of Global Channel Enablement. She has responsibility for building training programs to enable all Channel Partners; Solution Providers, Corporate Resellers, Technology Providers, Alliance Partners, System Integrators and System Outsourcers, and Hosting. She has been leading the Channel Enablement Team since August 2008.

National Prospecting Day is on August 9th

Sandra Cheek National Prospecting Day is on August 9th – Register now! 
This quarter’s prospecting day theme is Infrastructure and Operations Management, promoting vCenter Operations. Please join us on August 9th and take advantage of solutions to that help your customers take the complexity out of management.

Using patented analytics and an integrated approach to performance, capacity and configuration management, vCenter Operations gives infrastructure and operations teams the visibility and intelligence to proactively manage service levels in dynamic environments.

Why Should You Get Involved? We want to work together with you to drive incremental sales and improve your pipeline. For one full day, we will join forces in a huge prospecting effort.

Last quarter’s National Prospecting Day results:
- Over 6,530 outbound calls made
- Upwards of 1,639  reps participated
- Uncovered over 463 partner opportunities and 413 direct opportunities identified
- Estimated opportunities were valued at $36.1M in One Day.

To further incent you to join us, we have $20,000 in prizes available for our partners!

Check out this video invitation from Mike Clayville and Brandon Sweeney.
Prospectingday 

Happy Prospecting! Register here

–Sandra Glaser Cheek
Director, Global Partner Communications

VMware vSphere 5 Licensing and Pricing Update

 
As you are probably aware, when VMware announced our new Cloud Infrastructure Suite, we also introduced changes to the vSphere licensing based on a consumption and value-based model rather than on physical components and capacity. 

While we believe this model is the right long-term strategy as we move into the cloud-computing era, the announcement generated a great deal of passionate feedback from partners and customers that led us to examine the impact of the new licensing model on every possible use case and scenario – and equally importantly, taking into consideration our partners’ and customers’ desire to broadly standardize on VMware. We’ve listened to your ideas and advice, and we are taking action with the following three updates to the vSphere 5 licensing model:

  • We’ve increased vRAM entitlements for all vSphere editions, including the doubling of the entitlements for vSphere Enterprise and Enterprise Plus. Below is a comparison of the previously announced and the new vSphere 5 vRAM entitlements per vSphere edition:

 Pricingtable 
 

  • We’ve capped the amount of vRAM we count in any given VM, so that no VM, not even the “monster” 1TB vRAM VM, would cost more than one vSphere Enterprise Plus license. This change also aligns with our goal to make vSphere 5 the best platform for running Tier 1 applications.
  • We’ve adjusted our model to be much more flexible around transient workloads, and short-term spikes that are typical in test & development environments for example. We will now calculate a 12-month average of consumed vRAM to rather than tracking the high water mark of vRAM.

Finally, we introduced the vSphere Desktop Edition to address vSphere licensing in a desktop environment. vSphere Desktop is licensed on the total number of Powered On Desktop Virtual Machines allowing  customers to purchase vSphere for VDI use case on per user basis.  Our price books are being updated and will be available on Partner Central shortly. 

If you have additional feedback please we welcome your comments here. We also have several resources on Partner Central available to provide clarity for you and your customers, a vmLIVE session available for replay, and an additional vmLIVE scheduled for August 10th 

We value our partnership with you and look forward to a successful introduction of vSphere 5 into the marketplace this quarter!

— Scott Aronson
Senior Vice President of Global Channels and Alliances.