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

Monthly Archives: September 2016

Partner Perspectives: Winning with VMware


It has been said that:

Lucky people get opportunities.

Brave people create opportunities.

And winners are those who convert their problems into opportunities.

Partner Exchange at VMworld 2016 welcomed many partners who are winning with VMware and wanted to share their experience helping customers convert problems into opportunities.

First, Fujitsu sat down with us to discuss their “better together” strategy and how they are helping customers win with infrastructure solutions that include VMware. As an early Virtual SAN partner, Fujitsu has proven to customers the power of Virtual SAN and its scalability through pre-configured, pre-certified integrated systems.    Watch as Fujitsu explains how they are delighting customers as they help them bring the SDDC to fruition.

Next up, our partner  Connection spoke about how understanding VMware’s technical direction allows them to help customers implement mobility solutions. They are thrilled with close to 60% growth in their VMware business and attribute most of that growth to VMware EUC Solutions.  They explained how being on the partner technical advisory board to better understand VMware technology direction empowers them to be a true customer advocate.

Finally, Sirius Computer Solutions  explained how the robust technology that is NSX allows for creation of great designs that provide successful business outcomes.  Sirius Computer Solutions proved that NSX really works for their customers.  In turn, their creation of quality designs plus their strategy of Including services at the start of customer engagements has helped create outstanding outcomes credited to both Sirius and VMware.  Truly a win-win!

Inspired by these partner success stories and want to share your own?  If so, you now have 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

So don’t wait, submit your reference or your Partner Innovation Awards nomination today!


VMworld 2016 Highlights

Pat globe background VMW2016

Over 23,000 VMware partners and other attendees from 83 countries gathered in Las Vegas for the August 28 kick-off of VMworld 2016.

For those partners who couldn’t make it, let’s get you up to speed with some highlights.

Unveiling Cross-Cloud Architecture

Pat Gelsinger opened by sharing VMware’s perspective on Digital Business and introduced two new VMware offerings. Both are shaping the future of cloud services by enabling businesses to innovate across clouds and devices while maintaining freedom and control in private and public clouds.

Let’s take a 50,000-foot view:

VMware Cloud Foundation

Ray O’Farrell, VMware EVP and CTO took the stage to talk about VMware Cloud Foundation™. Ray explained how it brings together the foundational compute, network and storage components of the SDDC by adding capabilities that automate installations, updates and life cycle management for that data-center. The message was loud and clear: we make the private cloud easy. But that wasn’t all. The good news kept coming. Partners can now deliver this solution as a service offering! Find out more.

VMware Cross-Cloud Services

“Moving to the cloud comes with a whole new set of challenges so why can’t we, (VMware) develop a new set of tools?” asked Guido Appenzeller, VMware CTSO, when he took the stage. Through Guido, we learned VMware did just that when SaaS-based offering, VMware Cross-Cloud Services™, was released. Now, partners can manage, govern and secure applications running in private and public clouds, across devices and across clouds including Amazon, Azure, Google and vSphere. A few highlights include:

  • Visibility into cloud usage and cost
  • Consistent networking and security
  • Mechanisms and policies across clouds
  • Deployment, management and migrations of data across vSphere and non-vSphere private and public clouds (including AWS and Azure)

Digital Workspace

“VMware’s proposition in digital transformation is two-fold, we look to transform the datacenter to make it public cloud ready; and we are digitally transforming the end-users in preparation for the mobile cloud era.”

-Sanjay Poonen. VMware GM, End-User Computing

VMware’s continued investment in growing our end-user computing market share shows. Sanjay explained, “We’re leading the any cloud, any app, any device race in some very tangible ways. We’re the only company with strong ties to Apple, Google and Microsoft.” Through those relationships, VMware partners can and are bridging gaps between end-user’s desire for choices and simplicity and IT’s need for control and security. Watch more from Sanjay here.

VMware Integrated OpenStackv3.0

VMware partners have been able to confidently build upon the SDDC to take their business to the next level because their customers are using SDDC technology to drive fundamental transformations in their businesses. Sr. Director of Infrastructure and Operations at Nike, Mike Wittig joined us to tell the story of why Nike needed the automation services of OpenStack and chose VIO and NSX to fuel their growth. Watch what happened as the Nike datacenter was transformed through partnership with VMware and why they chose VMware to fuel their digital growth projections.

VMware Cloud-Native Applications

Containers aren’t just for the hipster DevOps folks anymore. Enterprise organizations are starting to play with containers too. According to VMware’s Kit Colbert CTO, Cloud Platform Business Unit, this creates opportunities as well as challenges.

“Container in development is easy – it’s a big value proposition. A Dev can grab a laptop, get Docker and they’re off and running but production is a different story,” he explained. In production, there are operational requirements that have to be met but this isn’t news to VMware partners. You’ve been implementing those requirements in the SDDC for years but containers are a different story. The answer lies in VMware Enterprise Container Infrastructure. It gives you and your customers what’s needed to run containerized applications in production with confidence. Find out more about updates and improvements after we rolled out vSphere Integrated Containers and PHOTON last year.

By any measure, VMworld 2016 was a tremendous success. The event, packed with information to power customers’ digital transformation, enabled us to gather, collaborate, celebrate and embody our theme, “be_TOMORROW.”

If you missed this year’s event, you can access all of the general session content here. See you at VMWorld 2017!

REGISTER NOW for AirWatch Connect 2016


VMware AirWatch has had an incredibly successful year, being named #1 in market share by IDC* and a leader in the Gartner Magic Quadrant** for Enterprise Mobility Management for a 6th straight year. With 80%+ annual sales growth, there is still lots of opportunity for our partners to build mobile practices. And with Workspace ONE, Horizon, TrustPoint and NSX, first time AirWatch deals have the potential to grow into multi-product recurring revenue streams for years to come.

That’s why NOW is the perfect time to get the sales and technical training your team needs to dive into mobility with AirWatch. Send your team to AirWatch Connect 2016, our global customer and partner conference, in Atlanta from October 2-6. Everything you need to get your mobile practice off the ground will be there in one place: Hands On Labs on the latest AirWatch releases, Workshops with the latest mobile OSes, AirWatch accreditation courses, and of course thousands of customers to network with.

Contact your partner manager for special offers on conference passes and ask if you qualify for development funds to pay for registration. Remember, you can bring your customers to get them the education needed to accelerate their mobility programs and your new sales opportunities.

AirWatch Connect highlights not to miss:

  • AirWatch and Microsoft co-presenting on how Windows 10 and AirWatch changes the game for PC management leveraging EMM technology. Start a new practice or take the time and cost out of existing systems management services.
  • At Partner Day, learn best practices to working with VMware Sales to find new business, how “App Discovery” can help you grow your deals, and see how Test Drive, VMWare’s fully integrated demo environment, can speed sales cycles.
  • Our business leaders give the secret sauce for up-selling AirWatch deployments into full Workspace ONE customers with pull through for many integrated products to grow your deals.

While you’re there, make sure to take advantage of the accreditation classes and exams. Since joining the VMware Partner Network, AirWatch partner accreditations have grown 400%. Most importantly for you, accredited partners on average create 25% larger deals. Take advantage of this once a year opportunity to get all the training your team needs and register now.

Don’t miss the leading event for enterprise mobility and truly discover the future of the digital workspace at AirWatch Connect in Atlanta October 3-5.  Who should come?

  • Send representatives (sales, SEs, support, services) to get trained on the latest AirWatch and Workspace ONE releases and new capabilities
  • Bring your customers to help accelerate AirWatch and Workspace ONE opportunities
  • Give your executives and sales leaders the opportunity to network and business plan with VMware End User Computing executives and sales leaders as we drive the next generation digital workspace market.

Don’t miss AirWatch Connect this October in Atlanta.  Register now!


*IDC MarketScape: Worldwide Enterprise Mobility Management Software 2015 Vendor Assessment, Doc# 40430516e May 2016

**Gartner, Inc., Magic Quadrant for Enterprise Mobility Management Suites, Rob Smith, et al, June 8, 2016.

VMware Now Part of Dell Technologies


Access the public broadcast at 11am central time today.

Today Dell Technologies announced the biggest merger in IT history—a truly historic day. The new company creates strong capabilities in the fastest growing areas of the industry including hybrid cloud, software-defined data center, converged infrastructure, platform-as-a-service, data analytics, mobility, and cybersecurity. As Aristotle said, The whole is greater than the sum of its parts,” and this acquisition brings that whole to life for our partners and joint customers.


VMware is extremely proud and excited to join the new Dell Technologies family of companies as a strategically aligned business. We will continue to operate as an independent, publicly traded company.

VMware will continue to invest in and grow its thriving, open ecosystem of global partners. Our partner network is one of our strongest assets and a key differentiator in the market.

Our mission and strategy remain unchanged: to provide you, our partners, with significant value by accelerating our joint customers’ digital transformation through software and services that let customers run, manage, secure, and connect all of their applications across clouds and devices.


To learn more about Dell Technologies, please access the public broadcast available from 11:00am CT today.

Thank you for your continued partnership.