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Monthly Archives: October 2016

Dispelling Partner Journey Myths: How to Move from Professional to Enterprise

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As VMware continuously transforms offerings to extend customer success, we want our partners to grow with us. So, if you’re a VMware Professional Partner reading this, we’re happy to say you’re one step closer to multiplying your deal size. You might be asking yourself, “Is that for real?” The answer: yes. An average 4x increase in deal size is what VMware Enterprise Partners typically experience.

If it sounds difficult, you’re not alone in your thinking. However,  up-leveling your partnership is not as challenging as you might think. Let’s bust the three most common myths our VMware Professional Partners overcome in driving business growth, increasing deal size, and moving from Professional to Enterprise level:

Myth 1: Revenue Attainment Goals Are Too High

In many partner programs, a minimum revenue requirement is standard.  So, it’s easy to see where this myth came from. With VMware, there is zero (0$) revenue attainment to move from Professional to Enterprise partner. In other words, you can still unlock Enterprise benefits regardless of how much you sell.

Myth 2: It’s Better to Wait on Program Fee Payment

The annual program fee remains a showstopper for some Professional partners who aren’t ready to start the clock ticking on their membership. It makes sense on paper but consider this: aside from the average deal size increase, partners realize many other benefits when moving from Professional to Enterprise level. Here are a few examples:

Myth 3: Competencies are too Time Consuming

Part of our commitment to keeping partners up-to-date on solutions without demanding too much time is to put training where you need it, when you want it. Many of you are closer than you think to gaining the competencies you need to qualify. Our resources, trainings, and tests are a few mouse-clicks away.

Visit Partner University for more information on:

  • VSP – VMware Sales Professional – online
  • VTSP – VMware Technical Sales Professional – online
  • VCP – VMware Certified Professional – many trainings available on your schedule, online and on-demand with some classes requiring in- person attendance.

Next Steps:

Achieving anything worthwhile is not without effort. That’s why, when it comes to your journey as a VMware partner and your passion to grow, we’re here to help!  Find out how close you already are to qualifying as a VMware Enterprise partner. Confirm your organization has:

  1. Fully met training requirements. Visit My Programs on Partner Central and confirm completion of VTSP, VSP, or VCP.
  2. Earned sufficient solution competencies. Visit the Partner University Competency page and review requirements.
  3. Paid the annual Partner Program. Visit My Programs.
  4. Completed the VMware Ethics and Compliance training. Visit My Programs/ Compliance Accreditation to verify.

Questions?  Contact your Preferred Distributor, VMware Partner Business Manager or the Partner Support Center.

New Horizons – What Cross-Cloud Means for VMware Partners

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Fresh on the heels of this week’s announcements at VMworld Europe 2016  around VMware’s Cross-Cloud Architecture and Cloud Foundation platform, we asked VMware EMEA experts to tell us about opportunities now available for partners.

 Why do partners need to be aware of the Cross-Cloud Architecture and Cloud Foundation announcements?

Taking the Cross-Cloud Architecture announcement first, it is an extension of VMware’s current cloud strategy, which has always been to give customers the tools they need to manage workloads securely across cloud platforms. What this means is that no matter what the cloud platform (public, private or hybrid) or device, customers can run, manage, connect, and secure their applications in a common operating environment.

Central to this vision is the Cloud Foundation, Te Software-Defined Data Center (SDDC) platform for Private and Public Cloud. The SDDC platform provides the foundation for the Cross-Cloud Architecture, and Cloud Foundation takes the SDDC one step further by making the full SDDC stack easier to implement, deploy and manage on standardized platforms. Ultimately, we are providing all the solutions that IT needs to maintain control yet give the business freedom to innovate using all the clouds and apps available to them.

What opportunities will these announcements offer the VMware partner community?

Cloud is already bringing great opportunities for our partners across EMEA, and with the Cross-Cloud Architecture we are bringing more choice for customers. For our solution provider partners, there are opportunities to help customers integrate platforms built on the Cloud Foundation principles into their own private clouds. While this is something that is already happening through the SDDC, Cloud Foundation will make it even easier for partners to help customers take advantage of hybrid and public cloud environments.

For our vCloud Air Network service provider partners, they’ll have the chance to build these architectures into their own data centers. When Cloud Foundation is combined with Cross-Cloud Architecture, our service provider partners will enable their customers to seamlessly move workloads across any cloud environment, including other public clouds. By combining the two platforms, our partners become more strategic for their customers, providing whatever their cloud needs may be to drive their business success.

Our service provider partners have always been behind our approach to networking with our network virtualization solution NSX, and have evolved to take advantage of the additional flexibility and agility that it gives them.

We’ve now provided our service provider partners the opportunity to extend their own data centers out to public cloud providers and customers’ private clouds. Once they have that extended network, then Cross-Cloud Architecture and Cloud Foundation are the key parts for managing a seamless view across all these areas.

What can partners be doing now to help customers make the most of the Cross-Cloud Architecture approach?

 Underpinning the Cross-Cloud Architecture are a number of VMware solutions, and NSX is at the core of this. By virtualizing the network with NSX, it smooths the transfer of workloads from one environment to another, and paves the way for unlocking the full potential of the SDDC. NSX provides inherent security so when an application moves – security moves with it – across any cloud.

At the moment we’re heavily investing in all VMware partners driving NSX enablement to help sharpen their skills so they can make the most of this opportunity. As a result, we’re seeing broad adoption of NSX, and it is our partners that are driving this adoption.

Adoption of SDDC by our vCloud Air Network service provider partners continues to accelerate given the success our partners have with core products like vSphere. The rapid adoption of the other elements of SDDC such as NSX and vSAN, means these partners are starting to deliver on the Software-Defined Data Center vision, paving the way for where we see things going with the Cloud Foundation and Cross-Cloud Architecture.

Where can partners get access to all the VMworld Europe announcements around Cross-Cloud Architecture and how it can help customers on their journey to the SDDC?

Watch the VMworld Europe General Session playback and visit the Launch Resource Center for details on all the latest product launches to  get prepared to accelerate sales.  Last but not least, stay tuned for VMworld Europe Highlights coming up on October 24th.

EMEA Shines at Partner Exchange


EMEA partners shined in Barcelona with a record 2,500 registered attendees for Partner Exchange.

VMware CEO Pat Gelsinger, Channel Chief Ross Brown and many other executives were on site to host the annual event. Highlights included the Partner Exchange General Session, and four Solution Keynotes.

EMEA partners had the opportunity to get a preview of the upcoming VMware announcements and what it means for their business.

Kicking of the Partner Exchange General Session, Pat Gelsinger discussed how the journey to the SDDC can now be enabled through VMware Cloud Foundation & Cross-Cloud Services which provide freedom and control and ultimately reduces TCO.   The latest VMware announcement on the partnership with AWS provided another example of how we are delivering cross-cloud architecture by offering customers cloud freedom — the freedom to innovate in multiple clouds, and the ability to run, manage, connect and secure their applications across clouds and devices in a common operating environment and deliver those applications onto any device.

Pat reminded partners that “VMware Cloud on AWS offers our customers the best of both worlds. This new service will make it easier for customers to preserve their investment in existing applications and processes while taking advantage of the global footprint, advanced capabilities, and scale of the AWS public cloud.”

EMEA partners were delighted to hear that VMware’s vision for providing a full breadth of options for customers to address their individual cloud management needs is now coming to fruition.

Following the General Session, partners attended popular Solution Keynotes on these hot topics:

  • Delivering the Digital Workspace
  • Enabling Cloud for Your Customers
  • Accelerate Network Virtualization
  • VMs, Containers, and Mega-Clouds: Connecting the Dots

Partner Exchange provided partners with Program updates, prepared them for customer conversations during VMworld and enabled partners for sales success moving forward.

VMware TestDrive: Anytime, Anywhere EUC Demos

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With more mobile users demanding anytime, anywhere access, it’s not surprising that 77% of organizations are upgrading infrastructure to support a mobile business model. As a solution provider, it can be tempting to help guide customers on their End User Computing journey by enrolling them in a VMware Digital Workspace solution pilot straight away. However, focusing on proof of concept (POC) first, will ensure your customers have the right environment for their needs.

VMware partners are now able to do just that, thanks to TestDrive, VMware’s fully-featured, integrated, and globally available demonstration environment for our portfolio of End User Computing solutions. Enabling the demonstration of fully functional VMware Workspace ONE, Horizon, and AirWatch Enterprise Mobility Management implementations, TestDrive is the ideal way to show customers exactly how the adoption of VMware Digital Workspace strategies and solutions improve their specific security, management, usability, and flexibility needs.

TestDrive enables digital workspace success and accelerates selling motion by:

  1. Providing a self-service, friction-less platform

This cloud-hosted environment is prefigured for a simplified demo experience. With the complete VMware EUC portfolio at your fingertips, you are in the driver’s seat; the password-protected online portal is controlled by you. Guide your customer through the latest VMware Digital Workspace technology or assign time-limited access directly to individual customers and prospects so they can try it out for themselves.

  1. Eliminating the cost and hassle of building your own environment

Showing prospects what VMware Digital Workspace technologies look like is far more effective than presenting another PowerPoint. However, building your own in-house demo capability can be challenging. With TestDrive, receive free-of-charge access to a fully-maintained VMware-hosted demo environment without worrying about infrastructure and support requirements.

  1. Offering customers convenience

In today’s ever-evolving digital workplace, it only makes sense to provide End User Computing customers with anytime, anywhere access to their demo. That way, no matter where they are, TestDrive conveniently shows VMware’s portfolio in action, virtually and realistically, which means your customers get to experience the environment without leaving their desks.  

  1. Establishing and maintaining trust with customers

Instead of rushing into pilot mode, conducting a POC through TestDrive allows you to guide your customer to a successful project by performing actual customer data and procedures. This customized approach assures management that the solution has manageable risk and high ROI for their specific EUC needs. Providing this insight to customers before they’ve committed to a project elevates your trusted advisor status and propels them to the next step: successful deployment.

Accelerate your selling motion and gain free access to TestDrive by getting your VTSP – Mobility 2017 accreditation today.

The Improved VMware Partner Demand Center: A Marketer’s Best Ally


We get it. Keeping your website and social media channels up-to-date with the latest consumer relevant information can be challenging. But with 94% of B2B buyers conducting online research during the buying process, it’s no longer optional when competing in today’s market. That’s why we’re especially excited to announce our improved VMware Partner Demand Center, giving partners the ability to more seamlessly stream content directly to their website and social media platforms.

From campaign creation to management, the enhanced Partner Demand Center equips a modern marketer to operate in a digital world with tools, content, and resources that generate demand and turn prospects into customers. The updated content, functionality, and resources are all based on extensive feedback and input from our partner community.

So what’s new for partners?

  1. Improved website content

Website content syndication got a makeover. Create awareness of your website with a clean, user-friendly setup, and automatic updates.  It’s now easier than ever to embed customized VMware content, generate new leads, and follow up with prospects.

   2. New social media content library in 6 languages

Boost awareness, attract new audiences, generate leads, and nurture existing customers on LinkedIn, Facebook, Twitter, and Xing. With the expanded library, you can now select from 6 languages as you tap into tailored social streams and choose the best options for your business.

3. New integrated campaigns focused on joint VMware and partner priorities

Create your own integrated campaigns tailored to your audience. All available campaigns align to annual VMware and partner priorities. Leverage marketing best practices, defined calls-to-action and top assets, plus access a consistent bill of materials so you’ll know exactly what to expect each time you customize a new campaign.

4. Improved integration and automation

Save time and optimize resources by integrating Partner Demand Center marketing tactics with your marketing automation systems, including: Hootsuite, Marketo, HubSpot, Salesforce, and more.

5. Increased customization across all campaign tactics

Discover a more personalized experience and cobrand everything from your company’s value proposition, to your messaging and branding.

6. Localized platform user interface

Thanks to feedback from our partner community, the user interface is now localized, making the Partner Demand Center globally accessible to partners.

7. Expanded global in-language support across regional time zones

Got a question? You can now call PDC support representatives across all regional time zones to get the answers you need, exactly when you need them.

8. Improved reporting capabilities

Measuring KPIs is a breeze with updated metrics. Manage, monitor, and review campaign performance in real-time and share campaign results all within a single dashboard.

Excited to get started? Check out the Partner Demand Center getting started guide and log into the new platform to get going on your next successful campaign.

Register for one or more upcoming training sessions for an overview and demo of the Demand Center marketing programs: