Author Archives: The VMware Partner Network Team

Competing for Businesses Business: The Rise of Cloud Management

The blue sky and white clouds (Panorama) - The picture was made from three big photos and downsized for better quality.

With the emergence of cloud service providers, your customer’s Lines of Businesses now have alternatives to IT. The rise of cloud computing has created IaaS, PaaS, and SaaS offerings allowing vendors to directly target your customer’s end users. A host of cloud services is available at the swipe of a credit card. The Lines of Business know what they are going to get, how much it’s going to cost, and when they are going to get it. And they no longer have to wait.
Your customers will soon realize, if they haven’t already, that IT’s  role has radically evolved from being the sole provider of infrastructure and applications to one where it has to compete for the Businesses business. Today’s successful enterprise IT organization must demonstrate its value as a strategic partner to its business stakeholders, delivering IT services in an agile and cost-effective manner, while ensuring the company and its data remains compliant and secure. And it must be able to source and manage those services, whether from a private, public, or hybrid cloud.

This is where Cloud Management Platforms come in. They provide integrated products for the management of public, private and hybrid cloud environments.  Most importantly, from a partner standpoint, they represent opportunity.

Recognize and Respond to Customer Challenges

The ability to recognize the cloud management challenges your customers are facing brings a unique opportunity for Partners.

VMware has worked with thousands of customers building and managing private and hybrid clouds and we have discovered that customers generally adopt a CMP to solve specific challenges in their cloud journey.  As a VMware partner, you are able to offer solutions that address these use cases.

VMware’s Software-Defined Data Center (SDDC) architecture provides the ability to build, operate, and automate infrastructure and application delivery for both traditional and new applications types across private, public and hybrid infrastructures in just minutes. VMware’s Cloud Management Platform is based on this underlying architecture and offers the most complete solution, including Day 1 AND Day 2 management capabilities, automating everything in the SDDC and at scale.

So if your customers are looking to offer multi-cloud choice and fast public cloud-like experience, helping their business to build and deploy apps faster, while maintaining control and efficiency, offering VMware to your customers could be the answer.

Get Informed

Be sure to attend the July 27 vmLive: How to Tell the CMP story to your customer.

Also, learn more about the rapidly changing Cloud Management Platform (CMP) market with the recently released Market Guide for Cloud Management Platforms: Large, Emerging and Open-Source Software Vendors from Gartner to see which CMP is right for your customers.

Finally, to generate demand for VMware Cloud Management solutions, be sure to check out the new easy to customize Cloud Management campaigns on the Partner Demand Center.

Drive Customer Impact with Sales Readiness Tools


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Winston Churchill once said “I am always ready to learn although I do not always like being taught”.  The same can be true for many of us not because we are indifferent or obstinate but simply because we have SO much to juggle in our professional and personal lives.

While we know that staying up to date with current solutions training is the lifeblood of a partner sales organization, it is challenging to make time to do it while chasing quotas.

The VMware Global Field and Partner Readiness Team understands the struggle and is now providing Sales Readiness Briefcases to help Partners drive customer impact more efficiently than ever.

Sales Readiness Briefcases replace mToolbooks and provide:

  • Improved image and text quality
  • Keyword search functionality
  • Screen display customization options
  • The ability to increase partner productivity through value-driven C-level conversations
  • Up-to-date streamline content, relevant to partners

Sale Readiness Briefcases now available are:

  • vRealize Application and Infrastructure Delivery Automation
  • vRealize Streamlined and Automated Data Center Operations –
  • AirWatch
  • HCS and Virtual SAN
  • Site Recovery Manager
  • vSphere and vSOM

Additional Sales Readiness Briefcases for partners will become available between now and Q3.  Topics include:

  • Business Critical Applications (BCA)
  • Compliance Solutions (for Regulated Environments)
  • Digital Workspace (formerly Business Mobility)
  • EUC Desktop (Horizon)

Start driving increased customer impact – download Sales Readiness Briefcases today!

Leveraging Virtual SAN and VMware Investments in the Transformative HCI Market

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Today’s over provisioned legacy infrastructure environments waste resources and are typically comprised of multiple hardware and software products from different vendors each with diverse management interfaces and training requirements. These infrastructure challenges are driving companies to improve management of their storage environments and many are migrating to hybrid storage models in order to:

  • Leverage cost and operational efficiencies
  • Simplify the user experience
  • Improve power and performance

Hyper-converged infrastructure (HCI) represents the next logical step in the evolution of infrastructure convergence. It delivers simplification and savings by consolidating all required functionality into a single shared resource pool and accelerates deployment of virtualized workloads by reducing complexity, improving operational efficiency, and lowering costs. All of which make up the primary reasons companies are transitioning.

Prepare Now for the Hyper-converged Infrastructure Wave

Hyper-converged Integrated Systems will be mainstream in five years. Estimated to reach almost $2 billion in 2016, HCI is predicted to be the fastest-growing segment of the integrated systems overall market by more than doubling to almost $5 billion by 2019. In preparation, analysts are advising organizations to ready themselves for this third wave of integrated systems, As Andrew Butler, Gartner analyst explained it, “HCI is not a destination, but an evolutionary journey.”

This HCI journey is accelerating for the same reasons Virtual SAN is so successful; hyper-converged infrastructure systems reduce IT costs and management while achieving breakthrough performance. Partners can rely on VMware, a leader in hyper-converged software with vSphere, Virtual SAN and vCenter Server, to continue the growing trend; first in customer adoption, then in units deployed and revenue growth.

VMware Partners Uniquely Positioned to Leverage the HCI Trend

VMware partners can reap the benefits of the transformative HCI market by helping customers understand how the solution eliminates today’s wasteful compute, storage and networking hardware silos, and how VMware products fit seamlessly into the modern infrastructure. At the end of 2015, we had already witnessed tremendous growth for Virtual SAN, which is core to our VMware Hyper-Converged Software strategy:

  • 3,000 customers, adding ~500 per quarter
  • 20,000 units / CPU in Q4 alone
  • ~200% YoY revenue growth in Q4

As seasoned VMware partners with extensive knowledge of your customers’ existing VMware assets, you are regarded as expert advisors to help them transition to a hyper-converged infrastructure. With VMware’s expanding portfolio supporting this new paradigm, you can add even more value to build upon vSphere environments.

Engaging to deliver an HCI strategy does several things:

  • Creates exciting opportunities to sell into new markets
  • Delivers flexibility, configurability, and simplicity for customers that reduce their TCO
  • Provides a way to upsell or cross-sell VMware software-defined data center offerings

Leverage Existing VMware Investments Throughout HCI Transitions

Customers want to remove complexity from storage and VMware partners have the power to solve the simplicity puzzle by leveraging the customer’s existing VMware investments in hardware, software, licenses and support.

As hyper-converged infrastructures proliferate the market, VMware partners preparing now to participate in the HCI journey will benefit greatly. These prepared partners will leverage their experience with VMware to help extend and protect their customers’ investments as they transition to HCI with VMware Virtual SAN.

VMware Hyper-Converged Software is positioned for ongoing leadership and enables partners to achieve similar success in the transformative HCI market. Here’s how you can get started:

Top 10 Reasons to register for VMware Partner Exchange @ VMworld 2016 US


“Procrastinate now, don’t put it off.” ____Ellen DeGeneres
In the spirit of doing things now, we give you the top 10 reasons why you should register for Partner Exchange at VMworld US 2016.

10.) 10 Partner boot camps for sales and technical wizards.
9.) Partner Exchange only happens once a year on days that end in “y”.
8.) Over 50 partner specific breakouts and NEW executive group discussions.
7.) Because. Vegas.
6.) Exclusive access to the Partner Exchange Lounge the entire week of VMworld.
5.) Your eye is bothering you. You can’t see yourself missing Partner Exchange.
4.) Networking: more than an excuse to get out of the office.
3.) Partner General Session plus three special keynotes.
2.) More chances to make mom proud with Hands on Lab and VMware certification opportunities.

And the NUMBER ONE reason to register NOW for Partner Exchange is to take advantage of Early Bird Savings! Don’t miss it. Register before June 6th Partner Exchange 2016 US.

Accelerating NSX Opportunities for Partners

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You know what your customers are looking for – you hear it every day. They want the agility, efficiency and security of the Software-Defined Data Center. They need the same level of IT automation and security at their branch offices as they have at their corporate offices from a network virtualization platform that truly delivers.
Now you can help your customers realize the full potential of the SDDC with NEW NSX packaging.

Partner Opportunity Knocks
In case you missed it, network virtualization is growing FAST from an estimated $2B this year to $12.5B in 2020. * Add to that the fact that a whopping 46% of all data spend will be on Software Defined Networking (SDN) by 2018**and you are poised for your business to take-off!
The new NSX packaging helps you tap into this opportunity by tying product features to use cases, making it easier to address your customer’s projects. Most importantly, it now gives you the ability to introduce NSX features and functions into the commercial market.

Effective May 3, 2016, the VMware NSX offerings will be Standard, Advanced and Enterprise.
By matching your customer’s requirements to the NSX capabilities of Automation, Security and Application Continuity, these packages open up new market segments and opportunities:

• Standard Edition: Networking capabilities that help customers reduce IT costs and complexity by automating IT workflows.
• Advanced Edition: Provides all of the features of the Standard edition plus a fundamentally more secure data center with micro-segmentation. This is key differentiator that allows you to position yourself as a trusted advisor to your customers to win security business.
• Enterprise Edition: Includes all features in the Advance edition plus networking and security across multiple domains enabling you to participate in larger business opportunities.

For more information, listen to the Quarterly Launch Briefing and be sure to sign up for the NSX Pricing and Packaging 5/6 and 5/20 vmLive sessions.


Don’t miss out on your opportunity to help your customers start their NSX journey with a network virtualization platform that is truly transformative for their business!

*IDC Software Defined Networking Forecast March 2016
**Channel Insider

Prospecting: A Fresh Approach

We’ve all been part of sales programs where you show up to the office, are given your goal, maybe a script, and told to just start dialing. Winner gets a prize. Great. And with mind numbing repetition we comply…and then complain how taking us out of the field is counter-productive to achieving our quotas.

Forget about zombie-dialing! VMware is taking a fresh approach to prospecting. Join Brandon Sweeney and Frank Rauch at 10am pacific on April 27th to hear results from partners who are leading the charge together with their VMware counterparts.
Register for the call to get all the details and find out how combining inbound techniques with outbound discipline can help you meet your quotas.

Inbound techniques are all about positioning the right content, at the right time, to the right person to get them to engage with you. In the case of Velocity 2 Millions, we have new content and targeting profiles to help you engage customers about VMware Power Plays. Once you identify your high propensity accounts (PSMs can often help with that) your next steps are to:

• Utilize Info graphs. Use social content to share a few of the stats through LinkedIn, Twitter…wherever you are connected to your professional contacts.
• Leave a short voicemail about a key pain you helped solve for a competitor (name another client and how you helped in a couple words), and suggest a time to connect. Leave your name and number as well.
• Use the short and sweet email templates to reinforce the same points as the voicemail, and reference this is in follow-up to your voicemail. Offer a couple specific options for a short call so you can both determine if it makes sense to continue.

Outbound prospecting discipline is very much about follow-up over time. It’s not unusual to have to reach out to someone 3, 5, 7 times before they engage. Referrals absolutely help but getting to the point quickly, offering content a prospect wants, and solving a pain they have are key to getting engagement.
Some of our top partners and top account executives are masters at getting their contacts engaged. They then use assessments and promotional offers to move accounts into a sales cycle. We will hear firsthand from some of these masters on the call with Frank and Brandon.

April 27 is National Prospecting Day for Velocity 2 Millions- the culmination of prospecting prep work when appointments are scheduled and opportunities are being registered in North America. On the 10am PST call, you will hear from some of the top partners and learn about their success. A few special opportunities will also be announced to help partners maximize their wins.
Join us on April 27th at 10am PST and boost your success!

Arthur Ravenel Jr Bridge over Cooper River, Charleston SC

Arthur Ravenel Jr Bridge over Cooper River, Charleston SC

Solution Selling Made Easy

We all know that longer-term relationships with customers is a great way to grow sales, both now and in the future.  Those relationships drive greater profits because partners who enable customers on their journey to SDDC and Cloud deliver more robust services offerings.

Fortunately, VMware has a vehicle to help you strengthen your trusted advisor role with your customers via Value Plays.  Value Plays are prescriptive sales plays that provide an end-to-end sales motion based on solution selling.  Great reasons to use them include:

  • A more focused and shortened sales cycle
  • Get training, assets and tools all in one place
  • Get guidance/ best practices on building your own service practice
  • Drive greater profits/larger sales
  • Promote longer term relationships with customers

Take the leg-work out of solution selling with VMware Value Plays available now for:

  • Data Center Virtualization (NEW)

An SDDC architecture enables virtualization of compute, storage and networking, reducing CapEx by up to 49% compared to a hardware-defined approach. The software defined approach to the data center provides choice, security, agility and extensibility to the hybrid cloud.

  • Streamlined and Automated Data Center Operations (NEW)

Combines intelligent operations management with intelligent virtual storage to help customers improve operational efficiency, meet their performance and availability requirements and accelerate decision making.

  • Digital Workspace (NEW)

Allows organizations to securely embrace SaaS mobile apps while supporting existing enterprise applications.  Gives employees freedom to be productive while maintaining data security and compliance.

  • Application & Infrastructure Delivery Automation

Comprehensive management across multi-vendor, on-premises and public cloud environments, enabling IT to quickly deliver infrastructure and applications with the control IT needs.

  • Micro-segmentation 

Data center security solution that distributes security throughout the network, enforcing security policies for each workload, and linking the policies to the servers they protect. Built on four key pillars: Isolation, Segmentation, Advanced Services and Policy Framework.

Interested in what Value Plays can do for your business?  To learn more visit  and watch the video.


VMware Partner Network

What’s New: Hybrid Cloud and Digital Workspace Launch

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 Innovation has always been at the core of VMware’s DNA. This idea rings especially true in the light of last week’s major announcements surrounding our new offerings in the hyper-converged software space, cloud management, and end-user computing business.

Catch a replay of the electrifying 2-day online event in which the below announcements were unveiled, featuring VMware executives including CEO Pat Gelsinger: “Enabling the Digital Enterprise: Build and Manage your Hybrid Cloud.” 

Introducing the Digital Workspace 

Organizations delivering a digital workspace are enabling users to gain the greatest benefit from a portfolio of devices and applications that are increasingly diverse and heterogeneous. We aim to provide that benefit to you and your customers through the following products:

·       VMware Workspace ONE: a brand new product, which blends identity, desktop, and mobile management technologies into one simple and secure enterprise platform. Learn more in the following press release.

·      VMware Horizon 7 & Advancements in Horizon Air: enabling the industry’s fastest, easiest, and most affordable application and desktop delivery. Learn more.

We have expanded our Desktop and Application Virtualization tools even further with:

·       VMware App Volumes 3.0: modernizing application lifecycle management by simplifying application packaging, delivery, and ongoing management

·       VMware User Environment Manager 9.0: simplifying end-user profile management by providing organizations with a single, lightweight and scalable solution that leverages existing infrastructure.

·      AirWatch 8.3: A Smarter, More Secure Digital Workspace. New AirWatch release enables a unified user experience and no-password mobile single sign-on, bringing intelligent workflow templates and end-user education tools to IT leaders worldwide. 

Introducing the Cloud Management Platform and Hyper-Converged Software Strategies

 VMware’s new and improved software-defined approach can help you and your customers build and manage your hybrid clouds. These two new strategies deliver best-in-class virtualization, which will radically simplify management for your digital enterprise.

The new Cloud Management Platform strategy is centered around vRealize Suite 7, a bundle comprised of new and existing products that speeds up IT service delivery, improves IT efficiency, and optimizes IT operations and capital spending:

·      (NEW) VMware vRealize Operations 6.2

·      (NEW) VMware vRealize Log Insight 3.3

·      VMware vRealize Automation 7

·      VMware vRealize Business for Cloud 7

·      Additional DevOps Add-on: (NEW) vRealize Codestream 2.0

Furthermore, the announcement of a new release of VMware Virtual SAN last week advanced our enterprise-proven, hyper-converged software leadership:

·      Virtual SAN 6.2: extending the cost and efficiency advantages of VMware HCS by delivering up to 10x greater storage efficiency.

·      Offers consumption models such as:

o   Virtual SAN Ready Nodes

o   EMC VxRail HCI Appliance

Learn more about VMware’s Hyper-Converged Software Strategy.

The final major advancement to VMware’s SDDC products is changes in pricing and packaging. In response to market trends and customer use cases, we have simplified both the vRealize Suite and vSphere/vSphere with Operations Managements pricing and packaging structures:

·      vSphere and vSphere with Operations Management product line-up has been simplified from 6 SKUs to 3 SKUs – a good, better, best pricing and packaging structure.

·      vRealize Suite pricing and packaging structure is now aligned with 3 cloud management platform use cases: intelligent operations, IT Automation and IaaS, and DevOps-Ready IT

·      Learn more about Pricing and Packaging updates. 

Want to learn more?

·      Access the End-User Computing Partner Launch Playbook

·      Access the Software-Defined Data Center Partner Launch Playbook

·      Visit the Partner Central Product Pages

·      Attend product-specific vmLIVE sessions

·      Watch the Quarterly Partner Briefing videos

As always, leave us your thoughts below. How do you believe you can leverage these new products and solutions? We look forward to hearing how you do.

The VMware Partner Network Team

Capture Cloud Opportunities with vCloud Air

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The growing popularity of the cloud has introduced solutions that make the customer’s IT easier, and service offerings that grow your profit larger. The cloud has become a mainstream solution for companies seeking accessibility, efficiency, and cost savings. This represents significant market opportunity for you, our partners, when it comes to selling vCloud Air. Concentrating on your Hybrid Cloud business allows you to capitalize on the unique benefits of that industry, such as:

  • A recurring revenue model, which provides an annuity stream of consistent revenue, rather than a one-time software sale.
  • The opportunity to increase revenues through offering additional services for customers to order (like consulting), or through the customer’s need to up-scale services over time.
  • Maintain direct control over the customer relationship by managing the services offered, end-user pricing, and customer billing.

To better enable you to reach your potential for profit in the Hybrid Cloud business, we have created a new integrated campaign around extending existing applications to VMware vCloud Air. Currently, it is only available in English, but will be expanding into localized versions by next quarter. 

Integrated campaigns are an excellent and easy way for you to nurture leads to build demand and customer value. This vCloud Air campaign was designed to be customizable to you and your customers’ needs and ready to execute at any stage of the buyer’s journey. The automated flow is easily deployed with just one click on the Partner Demand Center platform, or downloadable to run on your own marketing platform.

In addition to this new campaign, we also offer website content syndication, social media syndication and telemarketing activities to use in parallel for a more cohesive marketing effort.

The first step in utilizing this great resource is by reviewing the campaign and downloading the playbook. To learn more, you can visit the campaign landing page. Then, check out how companies like VIF International or Carisbrooke Shipping were able to find success with vCloud Air services. We also have special offers that give even more reasons to make the move to the cloud.

As always, leave us your thoughts below. How have you leveraged vCloud Air and what has your experience been like? 

The VMware Partner Network Team

Supporting and Empowering the Partner Journey

Communication and teamwork are key to any successful venture. At VMware, we are committed to providing our partners with a best-in-class experience. Last year showed great commitment from both sides of our partnership, which we hope to elevate through continuous improvement. The first step to making real, value-added change is to listen.

By taking our annual Partner Relationship Survey, you have a direct impact on the development of the program. Tell us what we could do to better serve your needs and how you feel we can make the relationship stronger. If you have something you don’t think is working or you would like modified, that is valuable information as well. We’re serious about success, so the feedback we receive is actively used to make swift changes to the program. Last year, the results of the survey drove the following improvements:

  • Creation of the VMware Vision & Strategy Learning Path enabling you to deliver VMware’s company strategy and product plans;
  • Increased partner profitability with the Partner ELA Rebate; and,
  • Sharpened focus & support on VMware key initiatives through VMware Power Plays and Value Plays.

Help us understand how we can make your business with VMware more consistent, predictable, and profitable. Watch the short message above from our SVP of the Worldwide Partner Organization, Ross Brown, as he shares his perspective on partner relationships. Please use the link you received via email between January 15-19th to complete the survey, as it is unique to you. If you cannot find the email, please use this generic link. For your ease and convenience, we have localized versions of the survey. A mere 10 minutes of your time will result in a huge benefit to the program.

The short survey will close on February 5th, so there is limited time left for your voice to be heard. If you have any questions, please visit our FAQ page. Again, thank you for your commitment to this partnership.

The VMware Partner Network Team