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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,