Home > Blogs > Power of Partnership > Monthly Archives: September 2017

Monthly Archives: September 2017

Partner Exchange @ VMworld 2017: Realizing Possibilities

Partner Exchange @ VMworld 2017 in both Las Vegas and Barcelona was a resounding success, bringing greater awareness to all partner types the possibilities that exist in the cloud infrastructure marketplace.  While we are unable to replay the palpable excitement in the air, we can provide a recap of the highlights for those of you unable to attend.

The robust content offered included an inspirational Partner General Session, Business Growth Keynotes, Technical and Sales bootcamps and more.  Brandon Sweeney, SVP, Worldwide Sales and Operations and Ross Brown, SVP, Strategic Corporate Alliances hosted the Partner General Session. It provided partners with sneak peek into VMworld updates, as well as our vision and strategy and outlined the expanding ecosystem opportunity for partners across all routes to market.

Brandon  emphasized  that for partners to be successful moving forward, they must shift their thinking about both how and what we sell.  He challenged partners to think about “how can I surf these shifts so that on the other side I can capture the dollars?”

Interestingly, the majority of customers believe that hybrid cloud is the answer yet only 5% have begun their digital transformation journey. This huge opportunity is precisely why VMware is focused on transforming tomorrow through:


  • Services – a services path forward
  • Cloud – a partner centric cloud strategy to assist customers in getting cloud ready (upgrade all current customers to vSphere 6.5)
  • Partner Enablement -look for a cloud competency coming soon
  • Best in class Partner Programs (such as the newly announced ELA Fulfillment Rebate)

In addition to the Partner Exchange General Session, Brandon and Ross led a panel where partners heard from various route to market (RTM) leaders.  Partners were encouraged to connect with their RTM leaders to learn more about opportunities specific to their route.

Partner Exchange attendees were also privy to a new take on the keynote with special guest speakers alongside key VMware executives.

Business Growth Keynotes delivered an ‘inside out’ view on current and upcoming technology shifts and trends in:

  • Cloud Computing
    Bernard Golden, long-time tech innovator and visionary, and VMware’s Nick King, VP, Solutions Product Marketing, Cloud, discussing cloud computing and how organizations must shift to stay competitive.
  • Embracing Digital Transformation
    Business futurist Greg Verdino along with VMware’s Sumit Dhawan, SVP & GM End User Computing (US) and Duncan Greenwood, VP End User Computing (EMEA) offered a forward thinking take on digital transformation and its impact on customers globally.
  • The Future of Cyber Security
    Partners received a hacker’s take on cyber security from Keren Elazari, cyber security expert, and VMware perspective from Tom Corn, SVP, Security Products, and discovered what ‘secure’ really means with the game changing announcement of VMware AppDefense.

Over 50 partner specific breakout sessions delivered hard-hitting content around hot topics such as NSX, VMware Cloud on AWS, Cloud Service Provider Platform and Digital Transformation.  In addition to the business focused breakout sessions, Partner Exchange provided partner only technical sessions and enablement sessions with over a dozen partner bootcamps.

Additionally, our Partner Exchange Lounge was well attended his year.  Partners enjoyed complimentary snacks and beverages, relaxed, recharged, and connected with their peers and VMware employees. For added convenience, we doubled the number of meeting rooms available for partner booking and all were fully utilized.

Partner Exchange 2017 once again enabled our channel ecosystem to start thinking one-step ahead and realizing the possibilities as they help customers on their digital transformation journeys.  We hope those who were unable to attend this year will join us for Partner Exchange @ VMworld 2018.

Many thanks to our sponsors Arrow, Carahsoft, Tech Data, and Veeam.




Driving Cloud Readiness: Partner Power

With Gartner predicting that the public cloud services market will grow 18% in 2017 to $246.8B, up from $209.2B in 2016, there’s no slowdown of cloud adoption in sight.[1] Staying ahead of this rapidly shifting market takes conviction, and most importantly relentless innovation. At VMware, we understand that cutting edge technology is key to your customers’ journey to the cloud, and this is why VMware CloudTM on AWS is central in our evolution together with our partners.

When our partnership with Amazon Web Services (AWS) was announced last year, the positive reaction from our channel partners and customers alike was truly remarkable. This extraordinary enthusiasm continues to take flight with the recent announcement of the initial availability of VMware Cloud on AWS. Not only because it brings VMware’s enterprise class SDDC software to the AWS Cloud and enables customers to run production applications across VMware vSphere®-based private, public and hybrid cloud environments, but also because it unleashes new revenue-generating services streams for channel partners.

Channel partners are vital to our cloud strategy. As you extend workloads to the public cloud for your customers, we are wholly committed to supporting your growth and innovation through a variety of solutions. In fact, our enablement tools not only help you prepare for the future, they also capitalize on new cloud opportunities.

Watch Ross Brown, SVP, Strategic Corporate Alliances, as he expands on the power that partners have to capitalize on the opportunities VMware Cloud on AWS presents by driving cloud readiness with customers.

VMware will be releasing a new VMware Partner Network (VPN) Cloud Offering supporting VMware Cloud on AWS. The VPN Cloud Offering will provide partners with incentives and benefits to reward those partners who develop services and drive consumption of VMware Cloud on AWS. The VPN Cloud Offering availability will align with VMware Cloud on AWS scale availability around the world in 2018.

Seamlessly Expand Your Cloud Practice

The exciting news is that VMware Cloud on AWS opens the door for you to own the customer relationship with clients transitioning workloads to the public cloud. It unlocks an incredible range of opportunities for a variety of partner types including SISOs, MSPs, solution providers, ISV technology partners and more.

Create New Revenue Streams: Add value to customer relationships with consulting, implementation, and on-going support services – especially for partners who have customers seeking to remove the hurdles and challenges associated with moving applications to the public cloud.

Expand Service Offerings: Add public cloud services that replicate on-premises/private cloud application environment, without the need to retrain technical staff. 

Unify Solutions: Unite solutions in a common environment for customers already leveraging AWS Cloud.

Monetize Additional Differentiated, Value-added Services: Sell new services such as monitoring, migrations, support, lifecycle management, patch management, antivirus, compliance, education, automation and management across environments.

Increase New Product Velocity: Enable customers to reduce cost and increase efficiency by creating virtual versions of their existing data centers versus having to create new data centers from scratch using un-proven solutions.

In addition, VMware Cloud on AWS eliminates the hassles of learning new skills and tools, which gives your customers instant business value. Private data centers integrated with the AWS public cloud are operated using the same familiar tools your customers’ IT staff have been using in their data center. In fact, a single pane of glass is available for managing resources on-premises and in VMware Cloud on AWS.

Help Customers Make the Shift

There are many compelling reasons to drive extension to the public cloud, however, success begins with preparation. Work with your customers to understand their needs, engage in conversations to define their public cloud readiness and help them build out a strategy to improve business outcomes while driving ROI. Although your agile customers will be anxious to take full advantage of the cost savings public cloud offers immediately, remember you have a unique role to help prepare your customers’ legacy on-premises infrastructure and environments to extend to public cloud. Here are a few ways you can help your customers get ready:

  • Upgrade to vSphere 6.5 (this is a necessary step)
  • Recommend VMware Cloud Foundation or deploy the VMware SDDC stack
  • Move workloads in customer environments that support top use cases such as development/test and application migration to SDDC environments that support VMware Cloud Foundation
  • Expand virtualization beyond compute, across the data center, with VMware vSAN and VMware NSX
  • Advocate adoption of VMware vRealize Suite, which provides a unified hybrid cloud management experience

Prepare for the Cloud Future

We recognize channel partners are central to growing our cloud business and as such, offer you tools to support your customers’ journey to extend to public cloud. The robust enablement and training resources crucial for your success are available on Partner Central and include:

  • Current sales and technical certification information on VMware Cloud Foundation
  • Current VMware Certified Professional training on the latest versions of vSphere, vSAN and NSX including the newest features and capabilities
  • Training requirements and current education status for Sales and SE teams.

What’s Next

To find out how partners can make the most of VMware Cloud on AWS and how to help customers prepare legacy on-premises infrastructure and environments, please leverage our VMware Cloud on AWS Partner Central page.



[1] Forbes, Roundup of Cloud Computing Forecasts, 2017, https://www.forbes.com/sites/louiscolumbus/2017/04/29/roundup-of-cloud-computing-forecasts-2017/#4b6c6ee431e8