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Monthly Archives: December 2016

TestDrive Accelerates Windows 10 and AirWatch Solutions


Moving to Windows 10 is a struggle for customers even though they understand the urgency driven by the Windows 7 end of life coming next July.  Some of these customers are in the planning stages while others are still researching what to do and developing a plan. Partners, especially those in trusted advisor roles, are in a pivotal position to clear roadblocks with TestDrive and facilitate Windows 10 migration processes.

There are two main roadblocks to Windows 10 adoption that partners can mitigate through education and illustration:

  1. Investments in legacy tools / processes – Many organization have hundreds of Windows images that have been approved by InfoSec. Over the years, they have invested time and money in setting up countless OS management policies, processes, and infrastructure. The fear and willingness to migrate these policies and images often proves to be a bottleneck to rolling out Windows 10
  1. Lack of support for legacy applications – Hassles and costs inherent in addressing legacy applications prevent and delay customers from making the move. These applications may be critical to the business, so moving to Windows 10 is not prudent until a go forward plan for these applications is place.

Partners can begin with basic education on the latest Windows 10 features that save time and resources for IT management. VMware AirWatch has worked closely with Microsoft to take full advantage. Most notably, Windows 10 offers a new “mobility management” approach to PC life-cycle management. Whereas traditional methods require PCs to be on the corporate network and logged into the domain to get images, patches, policies and software packages, AirWatch enables these capabilities to be done off the network, from any location with connectivity. With users being more mobile than ever, there are several obvious benefits to IT. Let’s take a closer look at a few of those:

TCO reduction

  • Customers can consolidate tools across mobile and desktop management saving on licensing and subscription costs
  • Devices can be transformed to a trusted state without staging and imaging, which can save thousands of dollars
  • Cloud based management essentially eliminates capital expenditure on servers and the associated maintenance costs

Increased security

  • AirWatch extends instant push-based policy and patch management for devices across any network so they are always up to date and compliant
  • Devices can be polled for compliance status in real-time, and automated remediation actions can be performed on non-compliant devices
  • Proactive, policy-based OS hardening ensures only trusted applications can run on the device and have access to the customer’s data center

Better user experience

  • Being able to trust the image out-of-the box means no more locked down devices to users allowing them to choose or bring their own devices to work
  • Privacy-centric management allows separation of work and personal data without interfering user experience
  • Workspace ONE app allows one-touch, self-service access to all apps and resources without the need for connecting to VPNs

TestDrive accelerates customer understanding through demonstration

Once the basics are covered, it’s easy to move from talking to showing capabilities via TestDrive because most of the components are in the cloud. This makes for an easy to deliver, anytime and anywhere connected, custom demo to highlight features such as:

  • New mobile management policies in Windows 10 that can be enabled using AirWatch
  • Deploying and providing users consolidated access to all app types, be it SaaS, Universal Windows, Win32, or remote
  • How Workspace ONE integrates with Windows Hello and provides single sign-on across apps that may not all be using Active Directory
  • How to efficiently manage OS patches in this new Windows Update as a Service model
  • Testing the new OS data loss prevention features with Windows Information Protection policies
  • How Horizon can resolve legacy issues by virtualizing Win 7 or older applications and make them available to Windows 10 users

TestDrive accelerates sales cycle for partners

TestDrive is a show-and-tell mechanism that builds the trust needed to ensure customers are comfortable enough with Windows 10 that they naturally want to make the move. The faster the education and removal of roadblocks to Windows 10 occurs, the quicker customers want to deploy Windows 10 devices, making hardware the next opportunity where partners can assist. In addition, every customer that already manages mobile devices with AirWatch likely has Windows systems on desktops at the office or on the laptops employees bring to work. For customers who already have AirWatch, this is a natural add-on and represents revenue for a partner that’s as big as the mobile population.

Learn more about TestDrive as a sales acceleration tool for AirWatch and Window 10 solutions – register for our January 30th Global vmLive event.

Important Reminder: Fiscal Calendar Transition

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As we all wrap up the calendar year, we want to remind partners that Fiscal Year 2016 (FY16) remains unchanged and will close on December 31, 2016. The quarter close time is 6 PM on Friday, December 30, 2016. Orders must be locked at 6:00 p.m. Cork local time (for international orders) and 6 PM PST (for orders in the Americas).

As part of the move to the 4-4-5 calendar (FY17 to FY18), F17 will be a transition period from January 1 through February 3, 2017. FY18 will begin on February 4, 2017.  View key FY18 dates and full details on the 4-4-5 fiscal calendar shift.

Partners should also note that during the Fiscal Calendar Change Maintenance Period, orders will be held from 6 PM Cork local time (for international orders) and 6 PM PST (for orders in the Americas) on January 31, 2017, through February 3, 2017. Please remember to submit all orders as early as possible to help us transition smoothly into the fiscal calendar change maintenance period. Orders placed during the fiscal calendar change maintenance period will be fulfilled beginning February 4, 2017.

Incentive Programs: 
Incentive program schedules, with the exception of Aggregator Rewards, will align to the new 4-4-5 calendar quarters. Incentives for the transition period (January 1 through February 3, 2017) will be included in Q1 FY18, which ends May 5, 2017. Q1 payouts for incentive programs will be distributed within the 60-day SLA by July 6, 2017.

Updated FAQs:
To see additional questions on Aggregator Rewards, development funds, and the fiscal calendar change maintenance period, please review the updated Partner FAQs.

CRN 2016 Products of the Year: VMware Recognized


Soccer superstar Pele once said “the more difficult the victory, the greater happiness in winning” and we are inclined to agree.  VMware is very proud to announce that we have been recognized by CRN for Products of the Year Awards in the following categories:

  • Cloud Foundation – Cloud Platforms – Overall Winner
  • vSAN – Software-Defined Technology – Overall Winner
  • VMware NSX – Virtustream Enterprise Cloud – Cloud Services – Revenue and Profit Winner
  • VMware vSphere, vCenter Server and vSAN – Dell EMC VxRail – Hyper Converged Infrastructure – Finalist

As a reminder, CRN’s Products of the Year Awards represent best-in-class technological innovation backed by a strong channel partner program.

Award winners for 2016 were determined through a combination of editorial selection and a solution provider survey to accurately capture real-world satisfaction among partners and their customers.

For this reason, we are especially honored to have been selected as a winning software vendor.

It is our mission to deliver the best platform to drive digital business transformation for our mutual customers and to create growth for our global partner ecosystem.

We are delighted to receive the prestigious CRN 2016 Products of the Year awards and look forward to continued success in conjunction with our stellar channel partners in 2017.

For complete details, please see the Radius blog post published on 12/5/16.

Executive Forum: 2017 Trends Open New Doors for NSX


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Frank Rauch, VP of Americas Partner Organization recently interviewed Rajiv Ramaswami, COO Products and Cloud Services to talk about the executive viewpoint on Network Virtualization.  Watch as Frank and Rajiv illustrate how partners can drive more revenue through their organizations with NSX.   Key takeaways to note as you begin your 2017 business planning:

Extensive Market Opportunities

Network Virtualization is the single biggest transformation impacting the networking industry today. Including security, automation and application continuity, the opportunity is an estimated $10B.

As customers adopt more cloud and hybrid-cloud solutions, the need for networking increases, putting VMware partners at the front of the growth curve. The VMware installed compute space alone, has quickly grown to over a half-million customers and by the end of Q3, 1,900 had already adopted NSX, a reminder of the direction we’re headed with digital transformation.

Marketplace Differentiators

Security and Automation are the two major drivers for network virtualization. Partners that understand these customer concerns are uniquely positioned to help them modernize and streamline their business through digital transformation.

  1. Security: Once a data center perimeter has been compromised and attackers are inside, chaos begins. Consequently, data centers are a source of security concerns for many customers. Thankfully, micro segmentation is a game changer and once customers learn what it can do, it’s often the first trigger for network virtualization deployment. From there, other use cases across mobile users and virtual desktops become apparent and rapid expansion of VMware solutions follow.
  1. Automation: Every time a VM is turned up, customers also have to turn up related security. In a hardware-based environment that process is not automated but in an SDDC environment, it is. So, what previously took six-weeks to deploy can be accomplished in an hour with NSX. This speed in provisioning is a differentiator. Combine speed with micro segmentation’s ability to provide first line of defense for security issues and its routing capability to send deeper security alerts to other services automatically, and the automation story is truly compelling.

The Future of NSX

Customers are looking for ways to move data between clouds and NSX is the answer; network virtualization underpins VMware Cloud Foundation, Cross-Cloud Services and our container strategy. NSX is the foundational piece that opens doors for partners to secure, manage and deploy VMs in the public cloud and on VMware or native stacks. In 2017, NSX will also become critical in application development, micro service architectures with containers, and key in answering security concerns.

Prepare for growth and ensure your team is up to speed on NSX opportunities by completing these next steps:

  • Watch the full interview with Frank Rauch and Rajiv Ramaswami for more on network virtualization trends and use cases.
  • Ensure your technical staff is up to speed. Have them register for the December 7th vmLive at 8am PDT on Architecting NSX with Business Critical Applications for Security and More.  The session will illustrate how customers can use the capabilities of NSX to make critical applications like SQL, Oracle and SAP more secure by dynamically enforcing security policies.  The session will also cover how customers can streamline their deployment and test operations and how NSX can help with stretching Oracle RAC between remote sites to achieve HA and ensure workload mobility.
  • Remind your Marketing team to visit the Partner Demand Center to easily customize and deploy NSX campaigns.