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Monthly Archives: November 2015

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