Home > Blogs > Power of Partnership > Monthly Archives: August 2016

Monthly Archives: August 2016

Fastest Path to the Cloud Announced at VMworld

Screen Shot 2016-02-18 at 3.26.35 PM

As we reported on Monday, VMworld kicked off with a bang this weekend at our annual Partner Exchange Conference. Over the course of two jam-packed days, Partners soon learned the perks of arriving early. PEX offered attendees exclusive access to VMworld announcements, break-out sessions, executive group discussions, and powerful presentations from top executives on how to capitalize on opportunities in VMware’s key growth areas.

Missed the event and feeling a little left out? Let’s get you up to speed.

A Software-Defined Future

If there’s one take-away attendees left with, it’s that the future of business and IT lies with a software-defined approach. Everything from the Partner Exchange boot camp sessions to CEO Pat Gelsinger’s presentation reiterated this. And now VMware is making it even easier for Partners to enter the software-defined future with the announcement of VMware’s new Cross-Cloud ArchitectureTM. Your customers can run, manage, connect, and secure applications across multiple private and public clouds and devices.

VMware’s Cross-Cloud ArchitectureTM builds on its leading private and hybrid cloud capabilities by offering customers the freedom to innovate in multiple clouds, and is delivered through VMware Cloud Foundation TM, a new set of Cross-Cloud services that VMware is developing and the vRealize® cloud management platform.

Lead Customers into the Future

How will VMware Cloud FoundationTM help your customers drive their digital transformation?

  • Natively integrated software-defined stack that brings together VMware vSphere, VMware Virtual SAN and VMware NSX® with unique life-cycle automation capabilities.
  • Flexibility to deploy on-premises across multiple pre-qualified hardware partners including QCT, Dell, VCE, and HPE or deploy as a service from select VMware vCloud Air Network partners.
  • Flexibility to deploy on-premises on integrated systems from VCE or leveraging qualified VSAN Ready Nodes from QCT, Dell and HPE and networking from Cisco and Arista, or deploy as a service from select VMware vCloud Air Network partners, including IBM Cloud.

Even better, there’s a 6-8x times faster time to market, it increases admin productivity by up to 2x by automating day-two operations, and reduces overall TCO of private cloud deployments by up to 40 percent.

VMware Cloud FoundationTM isn’t the only exciting news to come out of Partner Exchange at VMworld. Partners heard all about new VMware solutions including VMware vSphere Integrated Containers  and VMware Integrated OpenStack that give customers the fastest path to run cloud-native apps and OpenStack based clouds. We also announced new digital workspace capabilities with VMware Horizon® which enables customers to quickly deliver virtualized desktops and applications through a single platform, creating a secure digital workspace.

Stay up to date on all product announcements with the new Quarterly Launch Resource page on Partner Central.  It’s your one-stop shop for all Q3 product launch related materials, giving you the info you need to capitalize on VMware’s newest technologies and solutions. Product pages, launch briefings and robust training resources will help you hit the ground running to accelerate your sales cycle and transform your customers’ business.

Still have PEX FOMO? Watch the general session replays and be sure to mark your calendars for VMworld Highlights, coming your way on September 6th.


Inspirational Sessions at Partner Exchange


Partners received a generous dose of inspiration as the Partner Exchange general session kicked off with a bang this weekend.  For those of you unable to attend, here is a re-cap of some of the highlights:

Sunday, August 28th

The crowd was delighted to welcome Pat Gelsinger, CEO as he introduced VMware Cross-Cloud Architecture as the main path to the Software-Defined Data Center.  He talked about how the journey to the SDDC can now be enabled through VMware Cloud Foundation & Cross-Cloud Services which provides freedom and control and ultimately reduces TCO.  Pat explained how this announcement delivers VMware’s vision to provide management of any cloud, delivering any application, on any device.

Partners then heard from Sumit Dhawan SVP & GM, Desktop & Workspace ONE and Raghu Raghuram, EVP Software-Defined Data Center Division on Cross-Cloud Services and the Digital Workspace.

Ross then welcomed Maurizio Carli, EVP Worldwide Sales to the stage for a fireside chat.  Ross asked what specifically Maurizio’s organization is doing to illustrate its commitment to partners.  Maurizio indicated that VMware Worldwide Sales has:

  • Made an increased investment in this community with Advantage+ program enhancements by rewarding partners who drive demand for our more complex solutions through increased up-front margins and auto-validation on deal registrations
  • Aligned our incentives to our high-growth opportunities and cloud solutions

Maurizio reiterated that now is a great time to Partner with VMware.

With that inspirational start to Partner Exchange, the excitement continued when Ross Brown – SVP Partners & Alliances took the stage.  Ross detailed the success of Advantage + enhancements and reiterated the shift VMware is making from a reseller model to a multi-channel model that embraces many GTM motions and from a vSphere centric to multi-product company.

The Partner Exchange General Session closed with a call to action to drive our joint customers digital transformation together with VMware.


Following the Partner Exchange General Session, partners had full schedules with Solution Keynotes, breakout sessions and more.  The Solution Keynotes were the highlight of the afternoon and had partners extremely engaged.

First up was Sumit Dhawan, SVP & GM, Desktop & Workspace ONE on how to Deliver the Digital Workspace.  Sumit reminded partners how the traditional model for end-user computing has been disrupted and “The world is going digital”.   Digital Workspace is creating a massive opportunity in the market.  The EUC portfolio brings together all the pieces for the emerging Digital Workspace market:

  • Apps and Identity
  • Desktops and Mobile devices
  • Management and security

In order to be productive whenever and wherever, users want their applications on the devices they choose to carry. These evolving mobile work styles create a unique challenge for IT. The good news is with Workspace ONE we can help provide the convergence of desktop and mobile.  Moreover, Sumit reminded partners “with the help of all of you… we are clearly in an undisputed leadership position… we are not going to stop here.  Customers and partners are winning with EUC – 62,000+ EUC customers, $1.2B annual run-rate in total bookings and growing.   We are providing an experience that is not based on a device, but on the identity of the user; that is Workspace ONE.   It’s a similar experience that all of us are used to in a consumer world – the data is always protected.  Nobody else in the market place can deliver this experience, except VMware.”

To seize these opportunities and win big, partners were challenged to:

  • Build competency across Desktop and Mobile
  • Demonstrate value to customers with Test Drive
  • Maximize your margin with Advantage+

Partners then headed to the next Solution Keynote Enabling Cloud for Your Customers delivered by Yanbing Li, SVP & GM, Storage and Availability Business Unit and John Gilmartin, VP & GM Integrated Systems BU.

They spoke in detail about the issue of cloud silos and how customers need the ability to run, manage, and secure applications across their on-premises data centers and public clouds.  Partners learned how to help customers on their journey to the Software-Defined Data Center (SDDC) through the VMware Cloud Foundation.  The VMware Cloud Foundation is a new unified SDDC platform that combines vSphere, VSAN, and NSX as a single, integrated software platform to provide a software-defined data center across clouds. This virtualized infrastructure layer can be further enhanced with the VMware automated cloud management platform, vRealize Suite.

Partners can take advantage of these exciting opportunities by:

  • Getting trained (utilize vmLIVEs, Hands on Labs & Solution Enablement Toolkits)
  • Demonstrating value through developing leads, building pipeline, validate benefits with the help of Partner Central
  • Increasing deal margins – up to 30% discounts for SDDC solutions

Last but not least, Partners heard from Rajiv Ramaswami, SVP & GM Networking & Security and Dom Delfino, VP WW Sales & Systems Engineering on how to Accelerate Network Virtualization.  We all know that network virtualization is hotter than ever and VMware NSX is leading the charge.  Rajiv and Dom reminded partners that:

  • The software-defined networking market will be $12.5B market by 2020
  • Customers main challenges are security, automation, application continuity
  • VMware NSX offers
    • Security – virtualize networks and have a firewall for every VM.
    • Automation – a blueprint for each VM to avoid manual build out
    • Application Continuity – applications and data can exist between data centers for disaster recovery or pooling of data center resources

The good news is that VMware partners have made huge strides with NSX and are being rewarded because of it.  We ran the analytics and found that partners with their NSX competency close NSX deals that are 53% greater than those partners without the competency.  Additionally, the value of NSX approval deal registrations increasing 50% Y/Y.  Rajiv and Dom recommended that partners who want to be successful selling NSX should:

  • Generate Demand
  • Implement Scalable Assessments
  • Leverage Eco-System
  • Remember that VMware is here to help with Demo Centers, Assessment tools, install base data, PSO Enablement and the NSX Demand Center

In all cases, remember to lead from the front, build your plan with your PBM, leverage the eco-system and celebrate your customers’ and your own success loudly!

Thrive and Prosper: New Opportunities for MSPs


Screen Shot 2013-12-11 at 3.18.06 PM

As the pace at which companies are moving to the public cloud continues to accelerate, service providers are evolving their cloud services strategy. Many are choosing to focus on delivering high-margin value-added services such as desktop and application management, patching, or help desk services in lieu of investing significant time and money deploying and maintaining their own infrastructure. VMware is supporting this shift in provider strategy.  With VMware’s Managed Service Provider (MSP) offering, provided through the vCloud Air Network Program, service providers can build upon VMware’s Horizon Air cloud-hosted infrastructure to tailor their own cloud services and deliver unique solutions to their customers, all on a convenient pay-as-you-grow model.

If that’s not enticing enough, we are also announcing a Horizon Air desktop initiative, providing additional benefits to traditional service providers specifically looking to provide cloud-hosted VDI solutions to customers across the globe. This initiative is designed to give service providers a leg up when entering the increasingly crowded desktop-as-a-service market.

VMware Managed Services Provider Offering

In 2015, the MSP model was added as an expansion of the current vCloud Air Network Program. Under this, Service Providers can leverage VMware cloud-hosted infrastructure and concentrate on delivering managed services in the process.

A key requirement of participating in the MSP offering is that the Service Provider owns the terms of service and all support for their end customers. Geographic expansion is a key use case for the MSP program, where partners can quickly expand to new regions without expensive data center investments. Likewise, the ability to enhance service portfolios with offerings such as Disaster Recovery-as-a-service (DRaaS) can mean delivering on important customer needs quickly. As we continue to add services to the VMware portfolio, MSP partners will be well positioned to capitalize on these technologies to enhance their own customer offerings.

Horizon Air Desktop Initiative for MSPs

For partners committed to providing best-in-class managed services for cloud-hosted virtual desktops and applications, we are announcing the Horizon Air desktop initiative for MSPs. Leveraging the reliability and performance of VMware’s Horizon Air cloud-hosted desktops and apps, participants in this exclusive initiative will receive additional benefits from current MSP offering participants such as:

  • Recognition on vmware.com
  • Case Studies and other marketing collateral
  • Visibility with VMware sales
  • Early access to upcoming features through sandbox environment

The Horizon Air desktop initiative comes with additional requirements. In addition to a 12-month commitment to the MSP program, interested parties will need to:

  • Complete competency courses for all relevant products
  • Agree to an annual customer satisfaction audit
  • Provide a named business and technical contact for Horizon Air

In order to ensure that our desktop initiative partners are providing quality services to customers, MSPs will also be required to provide the following core services in order to be considered:

  • On-boarding services
  • Desktop & application template optimization services
  • Desktop patching & updating
  • Tier 1-2 help desk services

We are incredibly excited for the launch of this new initiative and believe this is an excellent opportunity for partners looking to provide world class cloud services to their customers.

Take the first step today by visiting the vCloud Air Managed Services Provider page .



Partner Exchange 2016 – Can’t Miss Content


It’s only 8 days away – the BIGGEST VMware Partner event of the year!  Before you head to Las Vegas, make sure you are ready to take advantage of the rich content available to you at Partner Exchange including Solution Keynotes, Route to Market and Group Discussions, Technical and Sales Boot Camps, Partner Only Technical sessions and more.

Add the Solution Keynotes on Sunday, August 28th to your schedule and take a closer look at VMware’s strategy delivered by top executives:

PAR10826 “Deliver the Digital Workspace” 1:30pm-2:30pm presented by Sumit Dhawan, SVP & GM, Desktop & Workspace ONE and Jeff Mitchell, VP, Worldwide Head of End-User-Computing.
PAR10788 “Enabling Cloud for Your Customers” 2:45pm-3:45pm presented by Yanbing Li, SVP & GM, Storage and Availability Business Unit, John Gilmartin, VP & GM, Integrated Systems Business Unit and Tom Herrmann, VP of Global Strategic Alliances.
PAR10789 “Accelerate Network Virtualization” 4:00pm-5:00pm presented by Rajiv Ramaswami, EVP & GM, Networking & Security, Dom Delfino, VP Worldwide Sales & Systems Engineering, Networking & Security and Frank Rauch, VP Americas Partner Organization.

Get the most out of Partner Exchange by participating in:

  • Partner-Only Technical Sessions – Special access to NDA-based product roadmaps, technology futures discussions, Beta product concepts and more.
  • Boot Camps – once a year opportunity to complete your most-critical VMware certifications.
  • Route to Market and Group Discussions – a unique opportunity to meet face to face with VMware business and technical experts and get all your questions answered in a small group setting with no slides.
  • Partner-Only Networking Reception – reconnect with your peers and ecosystem partners
  • Partner Exchange Lounge – a cool oasis in the middle of red-hot Las Vegas! Visit the lounge to charge your devices at one of our many charging stations, refresh with coffee and snacks, and network with peers. Located in Bayside B – Mandalay Bay Level 1 and open:

Sunday, Aug. 28: 9 a.m. – 5 p.m.

Monday, Aug. 29: 11:30 a.m. – 6 p.m.

Tuesday, Aug. 30:  10:30 a.m. – 4:30 p.m.

Wednesday, Aug. 31: 9 a.m. – 5 p.m.

Thursday, Sept. 1:  10 a.m. – 12:00 p.m.

Partner Exchange attendees will also have exclusive access to two private meetings rooms to convene with customers, PBMs, or each other. These are available Sunday through Wednesday on a first-come, first-served basis. Reservations can be made in person at the Partner Exchange Lounge welcome desk. For access to the Partner Exchange Lounge, register now.

Don’t forget to follow us on Twitter at @VMwarePEX to keep up with all of the exciting news, updates, and offerings.  We look forward to seeing you at Partner Exchange 2016!

be_THERE: Partner Exchange 2016


Get ready because Partner Exchange at VMworld this year is going to be_STELLAR.  To whet your appetite, here is a sneak peek at some of the robust content you can expect including Solution Keynotes, group discussions, technology deep dive sessions, boot camps and more.

On Sunday August 28th be_INSPIRED by 3 exciting Solution Keynotes.

Deliver the Digital Workspace: The digital workspace has disrupted the traditional model for end-user computing. The rapid adoption of new modern applications, coupled with the proliferation of mobile devices has led to new demands from users. In order to be productive whenever and wherever, users want the applications they need when they need them, on the devices they choose to carry. These evolving mobile work styles, ownership models and user expectations are creating a unique challenge for IT. Partner with VMware to deliver any app on any device with enterprise security and consumer simplicity.

Enabling Cloud for your Customers: In today’s multi-cloud environment, customers need to be able to run, manage, and secure applications across their on-premises data centers and public clouds. Standardization and IT automation with a common operating environment is key to minimizing silos, increasing efficiency, and optimizing costs in this new paradigm. In this session, learn how you can take your customers on this journey with the VMware Software-Defined Data Center (SDDC). VMware Cloud Foundation is a new unified SDDC platform that combines vSphere, VSAN, and NSX as a single, integrated software platform to provide a software-defined data center across clouds. This virtualized infrastructure layer can be further enhanced with the VMware automated cloud management platform, vRealize Suite. Customers are adopting VMware SDDC faster than ever before.

Accelerate Network Virtualization: Network virtualization is hotter than ever and VMware NSX is leading the charge.  Since its launch in 2013, NSX has made leaps in the market by securing data centers with micro-segmentation, as well as reducing provisioning complexity through automation.  Join us for this session to understand what network virtualization is, how it is transforming data centers around the world, and what it means for your business.

In addition to attending the Solution Keynotes, take the opportunity to be_CONNECTED at Partner Exchange on August 27th and 28th with:

Route to Market Group Discussions and Technical Expert Discussions  

A unique opportunity to meet face-to-face with top VMware business and tech experts and participate in a Q&A session in an informal group setting. Discussions include Partner Programs, Cloud, Modern App Support, SDDC, NSX, Technical Alliance Program (TAP), Partner Professional Services (PPSP) and more.

Technology Deep-dive sessions

While keynotes and talks are important, these deep-dive technical sessions will boost your knowledge of specific VMware products and services. Partner Exchange includes more than 40 technical sessions, including special access to NDA-based product roadmaps, technology futures discussions, beta product previews, and more.

Partner-only technology boot camps

Get your technical staff trained and certified on the latest and hottest VMware technologies and products, including AirWatch, NSX, and more.

Peer insight and best practices

Hear firsthand from partner peers about their best practices and lessons learned when selling and implementing VMware products.

Partner networking reception

Connect with peers and ecosystem partners for additional opportunities to learn from those who have been there and done that.

There is still time.  If you haven’t already, register for Partner Exchange today and be_TOMORROW!

Amplified Incentives: How VMware Invests in Partners

Screen Shot 2016-01-14 at 3.49.19 PM

“Never stop investing, never stop improving, never stop doing something new.”

In the words of Bob Parsons, American entrepreneur and philanthropist, investing and improving should be a constant in all that we do.

At VMware, we feel the same and as such have evolved from a single product company to one with a diverse portfolio of robust solutions.  This evolution is part of our ongoing commitment to never stop improving.  As part of that effort we are committed to continually improve our partner programs and invest in the success of our partners.  To that end, we are pleased to announce Advantage+ enhancements that will go into effect August 1.

VMware transformational solutions offer immense partner opportunity; therefore, we are aligning incentives to drive business for our advanced products. Partners making this shift with us will now be clearly and transparently rewarded through enhancements to Advantage+.

Partners who drive demand for our more advanced solutions gain the following benefits:

  • Up to 30% in increased up front margins
  • Greater predictability through auto-validation on deal registrations; giving partners the ability to input deals earlier in the process instead of waiting for field approval – a huge boost to sales acceleration.

As part of the increased partner investment we are making through the Advantage+ program, we are adjusting the Solution Provider program renewal and progression fees, also effective August 1, 2016. For complete details on the updated Solution Provider program renewal and progression fees, please visit Partner Central.  (Note: All partners have the ability to renew up to 45 days following their renewal date. If you renew on or after August 1, you will be renewing at the newly adjusted amount).

For more details on how Advantage+ amplifies partner incentives watch the FastChat below with Ross Brown, Senior VP of Worldwide Partners and Alliances as he answers specific questions about the program enhancements.

Also be sure to review the incentives page on Partner Central to learn more about investing in your success.