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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

Partner Perspectives: Accelerating the Customer Cloud Journey


IT as a service (ITaaS) is at the forefront of the latest fundamental shift in consumption as enterprise IT organizations continue to veer away from the outdated build model of yesteryear, toward a consume model aligned with cloud adoption. In short, we are collectively sprinting in order to modernize IT. The race away from step-by-step processes that address immediate IT needs first, to a holistic, planned and flawlessly executed strategy across the entire IT environment is on.

VMware Validated Designs are key to these digital transformation strategies and are helping end-users realize a faster and more strategic journey to the cloud. That is what we learned during a conversation with Accenture at VMware Partner Exchange 2016. Accenture underscored the value that partners can bring to their customers on their journey to the cloud.  Through VMware Validated Designs, partners can offer:

Speed to Cloud

VMware Validated Designs facilitate cloud adoption more quickly than customers have ever been able to do so before. Speed to cloud is a differentiator for solution providers and when they can deliver speed within strategic, custom blue prints developed by certified experts, the value proposition becomes clear.

Expertise in Partnership

VMware partners are not just selling transactional services; they are providing solutions and expertise. Modern IT organizations require service providers to have resources and experts to design and implement end-to-end products in an automated fashion.  VMware Validated Designs help Accenture mitigate risk, so clients can quickly get up and running in an automated, predictable and consistent manner. In addition, it ensures the environment is continually where it needs to be after deployment, which bolsters long-term partner-customer relationships.

Enhanced Validated Designs

VMware solutions invite custom collaborations between VMware partners and end-users. For example, Accenture enhances VMware Validated Designs by integrating advanced compliance. This brings peace of mind to customers with SOX or HIPAA needs who can rest assured their environment always meets compliance requirements.

Long-term Strengths

At the end of the day, VMware Validated Designs are utilized to help organizations move through digital transformation in a strategic, holistic manner. With blue print in hand, it is an opportunity for VMware partners to create lasting and collaborative partnership with their customers.

Meticulous planning and expertise are essential ingredients to successfully expedite customers’ transition to cloud and helping them along their digital journey. Hence, partners like Accenture are critical to help realize the potential of VMware Validated Designs.

Accenture’s VMware Validated Design is a reference architecture for implementation of a private cloud based on VMware’s SDDC technology.

For more on how Accenture has achieved success with VMware Validated Designs, watch this short video.

Using this design blueprint, customers can:

  • Focus on business priorities by minimizing ‘time to value’ through implementation of a private cloud in days vs months
  • Simplify user experience through automated provisioning and management
  • Meet business demands through scalable, resilient and secure architecture

To learn more about Accenture’s VMware Validated Designs, contact accenture@vmware.com

Interested in telling your story and inspiring others?  We would love to hear about it!  Here are two opportunities to highlight your organization’s outstanding performance:

  • Submit your success story/reference for a chance to be featured in an upcoming Power of Partnership blog or video.
  • Nominate your organization for a 2016 VMware Global Partner Innovation Award for a chance to be honored at the annual VMware Partner Leadership Summit in 2017.

Remember, submitting a success story/reference or a Global Partner Innovation Awards nomination helps you:

  • Amplify your value proposition through VMW and external channels
  • Successfully market your organization
  • Demonstrate subject matter expertise on VMW solutions

Don’t wait; submit your success story/reference or your Partner Innovation Awards nomination today!


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

10 Things to Know about Data Security and Sovereignty in the Cloud

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As seen on MSPmentor

What do Edward Snowden, the U.S. PRISM scandal and the corporate data hack on Sony Corp. have in common? All involved breaches in data security and sovereignty. While the cloud offers many benefits–such as cost savings, scalability and flexibility–there are also added risks. Data security always tops that list of risks.

To combat these risks, it’s crucial for service providers to have a fundamental understanding of data security and data sovereignty. Use these 10 facts as your foundation to ensure you’re offering customers the best security, reliability and performance in the market.

1. Data sovereignty is the concept that digital data is subject to the laws or legal jurisdiction of the country in which it is stored.

2. 64% of organizations cite the issue of compliance, auditing and privacy as the biggest security challenge associated with cloud computing. (For more info, check out the CipherCloud survey on cloud data protection.)

3. It is important to know that data is subject to the laws of other countries, if it is being stored by a foreign company. For example, if an English company is using a data center located in England, but the data center is operated by an American company, that data is subject to the U.S. Patriot Act and can be accessed without the company’s permission or notification.

4. Countries such as Canada, Germany and Russia are drafting stricter data residency and sovereignty laws, which require data to remain in country in order to protect their citizen’s personal information.

5. The concept of the national cloud where data is held within a country, run by local companies, and is (only) subject to national laws is gaining traction.

6. Local cloud service providers that own and operate public clouds can offer their customers the assurance that their data will be secure and private because it is stored and managed by a national company. This may be a key differentiator for service providers in the EU and other countries with strict privacy and data sovereignty laws.

7. Cloud service providers are also differentiating their offerings through specialization in vertical industries such as healthcare, finance and education, where specific compliance expertise and certification is required.

8. Organizations are responsible for securing their data in a way that renders it meaningless if breached.

9. Gartner defines this type of security solution as a cloud security gateway: “Cloud security gateways are on-premises or cloud-based security policy enforcement points placed between cloud service consumers and cloud service providers to interject enterprise security policies as the cloud-based resources are accessed. Cloud security gateways consolidate multiple types of security policy enforcement.”

10. For customers who realize the benefits of cloud computing, but are restricted in terms of which cloud they can move to since they may not be able to retain data sovereignty, there is a solution. With the vCloud Air Network, together, VMware and our partners canaddress the challenges of data sovereignty with partners in more than 100 countries.

Learn more about the VMware vCloud Air Network Program, and check out vCloudProviders.VMware.com to see how we’re promoting our ecosystem of service providers. Be sure to follow @VMwareSP on Twitter or “like” us on Facebook for future updates.

The VMware Partner Network Team on behalf of Melissa Ross

VMware’s 3 Big Bets for 2016

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The year 2015 has brought a lot of unique opportunities and potential changes to VMware’s business. These strong winds of change helped us close out Q4 with a bang, and it’s that same momentum that is going to take us to the next level in 2016 — both in terms of the growth acceleration and maturity of our innovative product line (including NSX, VSAN and AirWatch), as well as for Partners as they emerge and grow in each of these spaces.

Looking forward, it doesn’t take a crystal ball to see that these are the same paths that technology is heading toward in 2016. CEOs, across the board, are actively looking for ways to streamline workloads, bullet-proof their systems and transform their entire organization to support Enterprise mobility. While these routes create tremendous opportunities for building profitable businesses with VMware and leverage current and future partnerships that the company is investing in, our big bets for 2016 can be found in capitalizing on these initiatives.

At VMworld this past year, I shared with the Partner community our company’s new vision for IT based on “One Cloud, Any Application, Any Device.” In it, I announced the following top priorities or best bets, designed to help Partners develop and cultivate a rewarding and sustainable business practice with support from our organization:

  1. Predictable Profitability. Throughout the coming months, Partners will see several projects rolled out to create a more consistent rhythm and method within our partnerships, both in terms of rebates, rewards and incentives and extending into interactions with our field and support teams. As Partners find deals and create opportunities (regardless of their region or geo), you will know exactly how the approval process works and how you’ll be rewarded for your investment in VMware.
  1. Creating Value in Our Partners’ Businesses. At VMware, our Partners are not an extension of our sales force. Our Partners are our sales force, and, many of you are taking the next steps to create your own consulting services engagements. To this end, we are excited to offer a new Partner Professional Services Program complete with training opportunities to improve services and sales capabilities, access to VMware expertise for sales and delivery support and expanded program benefits focused on driving your profitability with VMware. Programs like this create value in our Partners’ businesses and are paramount to our mutual success.
  1. Rewarding Healthy Growth. Looking specifically at expanded offerings for 2016, our Partner Business Managers have made it their top priority to determine the right areas for growth based on your current business model and capabilities. Should you offer NSX if networking isn’t the primary strength of your core business? Does your forte in mobility align with your VMware accreditations? Which solutions round out your go to market strategy? For each of our Partners, the answers to these questions pave the way for healthy growth in 2016 and beyond.

Which best bet will be the most impactful for your 2016? I’d love to hear your thoughts below.

Ross Brown, Senior Vice President of Worldwide Partners and Alliances at VMware

Get Ready for Any at VMworld 2015 Europe

VMworld 2015 Europe is around the corner, and we are thrilled to see our partner attendees on Monday, 12 October for Partner Exchange in Barcelona, Spain at the Fira Barcelona Gran Via. The day will be filled with Route-to-Market sessions, Strategy Sessions, a General Session, networking opportunities, and a Partner reception. Check out the full agenda.

Here are five reasons this event will benefit you:

  1. Become a customer advisor for the week as you’ll receive updates and important announcements ahead of time
  2. Help align your go-to-market focus areas with VMware’s
  3. Gain access to more enablement and dedicated partner content
  4. Spend more time with your customers at VMworld
  5. Provide the tools you need to accelerate the sales cycle

Listen as Toni Adams, VMware’s Vice President of Partner & Alliance Marketing shares his thoughts on the event:

Whether you’re a Solution Provider, Service Provider, OEM, System Integrator, or an ISV partner, Partner Exchange at VMworld Europe will enable you to:

  • Learn from VMware executives and channel leaders on the company’s strategy, direction, and roadmap.
  • Choose partner focused Breakout Sessions across 4 different tracks: Technical, Business/Sales, Services and Cloud. Much of the partner content offered during Partner Exchange @ VMworld 2015 will also come directly from the VMware Worldwide Sales Kick-Off as well as the VMware Tech Summit.
  • Hear from VMware leaders about how VMware is the right partner to help support your key Route-To-Market strategy. We are excited to announce that Jean-Philippe Barleaza, Sr. Director of EMEA Partner Management will lead the General session with Ross Brown, Senior Vice President of Worldwide Partners and Alliances.
  • Exclusive access to the Partner Lounge throughout the main VMworld conference

After Partner Exchange

Join other business and technology professionals, VMware experts and executives for the rest of the week as we all come together to share the stories of our successes over the last year, learn from each other, and inspire one another to realize greater achievements in virtualization.

IT is in the midst of a dramatic shift to the mobile-cloud era, one in which IT services can be consumed on-demand across the enterprise and in hybrid and public clouds.

Learn how VMworld can help you shape your software-defined enterprise, radically simplifying IT while delivering services at the speed of today’s business.

It’s not too late to register for the IT event of the year. Join us as we get Ready for Any. We look forward to seeing you there.

The VMware Partner Network Team

The 2016 VMware Partner Innovation Awards- Call for Nominations

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Each year, VMware recognizes its partner ecosystem for their demonstrated excellence and achievements during the Partner Innovation Awards, previously known as the Global Partner Award ceremony. Partner award recipients from around the world receive acknowledgement for their excellent performance and notable achievements in their partnership with VMware.

VMware, together with the VMware Partner Network, continue to empower business transformation in the mobile cloud era for organizations of all sizes. We’re proud to acknowledge and honor this year’s award winners at the Partner Leadership Summit taking place in Scottsdale, AZ, March 6-9, 2016.


The winners will be selected based on the criteria put in place for each award as they relate to growth, sales, net new customers, and marketing. Nominations will open September 1, 2015 and will close October 31, 2015 at 11:59pm PT.

To submit a nomination, please visit Partner Central on September 1, 2015.


  • Participating partners must be registered in VMware Partner Network and be in good standing on September 1, 2015.
  • Participating partners may submit no more than one entry per category.
  • Entries must be submitted in English.
  • Entries must cover achievements during VMware’s Fiscal 2015 year (January 2015 – October 2015).


Winners will receive the following benefits:

  • Recognition at the Partner Leadership Summit in Scottsdale, Arizona in March 2016
  • Recognition at VMworld 2016, including pull up banner, slide within keynote, and company page in the VMworld guide book
  • Partner Exchange 2016 Passes
  • Personalized Award
  • Promotion of company name and award on Partner Central
  • Co-branded Press Release
  • A Blog Post on the VMware Power of Partnership site
  • A Blog Post on The Partner News Blog
  • Use of the exclusive 2016 Global Partner Awards logo on web/email

We look forward to reading your nominations.

The VMware Partner Network Team

Get Back on Track with PEX @ VMworld 2015

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Hey Management Partners —

Have you built out your Partner Exchange @ VMworld 2015 conference schedule? If not, be sure to add the recommended management, sales & technical sessions below to your Sunday (8/30), Partner Exchange agenda.

Business Track

8:30 – 9:30 AM PAR6387
What’s New with vSphere with Operations Management

1:30 – 2:30 PM PAR6386
SDDC Vision, Strategy and Opportunity for Partners

1:30 – 2:30 PM PAR6534
The vSphere Optimization Assessment (VOA): Best Practices for Closing a Virtualization Deal in 30 Days or Less

2:45 – 3:45 PM PAR6379
Winning with Cloud Management – Why Management Matters to You and Your Customers

Technical Track

8:30 – 9:30 AM PAR6421
Best Practices For Deploying IaaS with vCloud Suite and vRealize Automation

11:30 – 12:30 PM PAR6420
How to Demo and Run an Evaluation for vSphere with Operations Management

1:30 – 2:30 PM PAR6411
PSE: SDDC Assess, Design and Deploy 2.0 – Whats New?

2:45 – 3:45 PM PAR6021
vSphere Optimization Assessment Revived

4:00 – 5:00 PM PAR6422
Understanding the Forest from the Trees: Insight into the VMware Cloud Management position amongst the crowded vendor landscape

For more information on Partner Exchange or to register, click here.

The VMware Partner Network Team

ISVs and Service Providers Join Together To Help Customers Take Advantage of Cloud Services at Partner Exchange @ VMworld 2015

Bringing it All Together— As we continue to invest in our Service Provider and our ISV community, we’re offering a targeted keynote and breakout sessions designed to help accelerate your business in the new cloud era and focus on enabling you to go-to-market with a SaaS model. We will also take a deeper dive and discuss how VMware and vCloud Air are providing solutions to monetize the shift to Hybrid Cloud in 2015.

Don’t miss the top Service Provider & ISV focused sessions, only available at Partner Exchange @ VMworld on Sunday, August 30. Here is one to keep your eye on:

  • (RTM6805) Service Provider and ISV Partner Keynote- Join Ajay Patel, SVP, Product Development, Cloud Services, for an update on VMware’s ISV and Service Provider programs.  Learn how by partnering with VMware you can enable organizations to quickly and safely take advantage of the benefits of Cloud Services while extending and maximizing their existing IT investments.

Watch Ajay Patel in this short video on Partner Exchange at VMworld 2015 – ISV/Service Provider Keynote Preview

To sign up for these sessions and others catered to your needs, please register for Partner Exchange and use your username and password to log in to the Schedule Builder. From there, you can select a session of your choice from the Content Catalog and click the “+” symbol to add it to your agenda.

Join us at this inaugural event and be part of Group Discussions, VMware Hands-on Labs and targeted Product Expert Sessions surrounded by your peers and VMware thought-leaders.

Get Ready for Any at Partner Exchange @VMworld 2015 – we look forward to seeing you there.

-The VMware Partner Network Team 

Let’s Syndicate – VMware’s Web VOA Launch

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Calling all NORAM and EMEA Partners! VMware is about to make your life even easier. The new vSphere Optimization Assessment (VOA) trial is now available through Website Content Syndication on Partner Demand Center.  This Demand Center offering provides partners with an easy and automatic way to feature VMware product offerings and content straight to your website.

As part of the Power Play, Operations Management is the key entry point into realizing a Software Defined Data Center.  With vSphere Optimization Assessment, you can create demand with campaigns while driving customers to the new VOA landing page. We’ll take your customers straight to the drawing board and walk them through a VOA whiteboard video, teaching them how it works and the value they will receive.

vSOM and vR Ops 6.0 launched early this year and enabled the VOA to have product generated reports. Now you can say goodbye to manually loading the .PAK files for reports when conducting a VOA and welcome the new product trial landing page with a special download of vSphere Optimization Assessment and vR Ops 6.0 that contains the product generated reports built into the evaluation software, saving you time

Your customers will then be able to download the evaluation software and access the new product generated reports, all while you assist them through the process and close deals faster.

So, how do you get started syndicating the new web VOA? Go to the Partner Demand Center and click on Website Content Syndication to get started today. Next, you can set your website content syndication up in 3 quick and easy steps:

  1. Start with a blank page on your website
  2. Add a few lines of VMware content syndication code
  3. Syndicate VMware content automatically

You’ll never have to worry about if you’re delivering the most up-to-date and accurate information again. Learn more by listening to the recording of the VMlive training from July 6th. To learn more about the VOA 2.0, go to www.vmware.com/go/vsphereoptimization

The VMware Partner Network Team