Solutions Updates

VMware SASE Expands Opportunities for Channel Partners

Recent increases in the hybrid work from home/work from anywhere trends have caused enterprises to face a pressing need to extend consistent networking and security access everywhere, not just at the corporate campus. Applications are being modernized and moved to the cloud. VMware channel partners have also had to evolve to keep up with these changes and help customers with the transition. They play a critical role in making digital transformation work for customers. 

These trends are creating an exciting opportunity for partners to provide operationally efficient solutions and more secure, reliable, consistent access to applications and services, in or out of the office. Additionally, in the next several years, we expect to see meaningful advancement around innovations such as mass-scale Internet of Things (IoT) connectivity, autonomous vehicles, telehealth, and many others. There’s a common theme here: All these disruptions converge at the enterprise edge. They will all require a digital foundation with modern network infrastructure to be successful. 

Starting with the trend towards Secure Access Service Edge – SASE – channel partners can continue to strengthen customer relationships and the value they provide, while driving reliable and growing revenue streams.

VMware SASE leverages the scale and ubiquity of the cloud to deliver industry-leading networking and security services in an easy to consume manner while minimizing complexity at the edge. And while today the trend is delivering security from the cloud, VMware SASE offers a uniquely extensible platform to deliver any number of edge services to customers. Today, it’s more secure access and cloud security. Tomorrow, it could be edge compute that supports unique vertical industry use cases, or even edge developer services. With an extensive platform, the opportunities are endless.

POSITIONING FOR GROWTH

VMware enjoys strong partnerships in the channel. The majority of our business is driven via channel partners. In fact, the VMware SASE business is fully channel driven. In a recent CRN interview, VMware’s newly appointed CEO Raghu Raghuram said that channel partners “are who put VMware on the map.”

With VMware SASE, our partners can benefit from:

  • Larger Market: The SD-WAN market has been one of the fastest growing markets in the IT space in recent times. However, the SASE opportunity is much bigger. In fact, according to Dell’Oro Group the opportunity represents a potential 5X growth in SASE market size over the next five years.1
  • Recurring revenue: VMware’s partner marketing and programs help channel partners grow their traditional business while also helping them address the transition to ‘everything as a service’ and grow their recurring revenue through networking and security solutions delivered as cloud services.
  • Upsell opportunities to SASE are increased within the Anywhere Workspace installed base for those customers that have made business changes due to the pandemic. As the SASE market experiences rapid growth, there will be a need for advisory, consulting, network/security design and deployment, and managed services that could be lucrative to channel partners.
  • Fast time to market for new services: As an extensible service edge platform, VMware SASE meets modern cloud networking and security requirements today with the ability to quickly deliver new services in the future.

“The VMware Cloud Web Security solution delivered through the VMware SASE platform is a critical part of Windstream Enterprise’s market leading SD-WAN offering because of its ability to easily scale to support additional services in the future.” 

Mike Frane, VP of Product Management, Windstream Enterprise

MORE NEW SERVICES: CLOUD WEB SECURITY AND SECURE ACCESS 

Today VMware announced the general availability of VMware Cloud Web Security™. Delivered from the VMware SASE platform, Cloud Web Security extends the advantages of VMware SD-WAN and VMware Secure Access to connect users working from anywhere to applications in the cloud with security enforcement from the user to the application. 

The addition of Cloud Web Security represents a key addition to VMware SASE and provides no compromise security, rich user experience, and simplified operations and management, both for partners and customers. This is exemplified by the ability to configure, manage, and monitor networking and security policies from a single pane of glass. 

“As our enterprise customers increasingly migrate to SaaS and cloud applications, the security concerns and risk of malware are growing as well. The VMware Cloud Web Security solution will help enterprises alleviate the risks without compromising performance.”

Jon Moss, VP of Product Development, QoS Networks

READY, SET, GO! 

The Ready, Set, Go program for VMware SASE accelerates time to market for partners with a clear strategy. Service provider partners can get to market fast using  VMware’s technology and infrastructure, delivered by an experienced deployment team. Service provider partners are guided through every facet: technology and architecture, operations, sales and technical training, support, service value creation and marketing. Finally, the VMware team helps you unlock new customer opportunities and long-term growth. As SASE evolves, VMware is committed to helping Service provider partners build new capabilities and practices through investments in competencies, education, and innovative new tools for sales and technical enablement. More than 100 service providers around the world are already taking advantage of the VMware Ready, Set, Go program.

Consuming IT as a service is becoming an imperative for organizations, and this now extends to networking and security. VMware SASE is built to grow with the channel partner’s business – and together there is little to no limitation to what applications can be supported or delivered via the services edge.

Contact us to learn more about VMware SASE.


Citations

1.“Advanced Research Report on Secure Access Service Edge (SASE).” Mauricio Sanchez, Dell’Oro Group, October 2020. 

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