Home > Blogs > Power of Partnership > Tag Archives: partners

Tag Archives: partners

Leading Customers into the Future: VMworld 2017


VMworld 2017 US has truly been a game changing event. With over 20,000 attendees in Las Vegas, VMware unveiled exciting new and expanded solutions addressing strategic IT priorities. If you were unable to attend, be sure to watch the on-demand general sessions to learn how VMware, along with our partner and customer ecosystem, is leading the charge to help organizations everywhere succeed in a multi-cloud era.

Highlights of key announcements at VMworld included:

  • The initial availability of VMware CloudTM on AWS
  • New VMware Cloud Services for end-to-end visibility into cloud usage costs, and, network
  • New VMware Cloud Provider™ services and partner offerings based on VMware Cloud Foundation™
  • Expanded VMware NSX® support of networking and security for clouds and cloud-native apps
  • New VMware Cloud Provider innovations including VMware vCloud Director® 9.0
  • VMware Integrated OpenStack 4 will be based on OpenStack Ocata and boost support for containerized applications
  • VMware vRealize Network Insight 3.5 to deliver increased monitoring and compliance capabilities for NSX
  • VMware AppDefense™ – a breakthrough solution for securing applications running on virtualized or cloud environments
  • Innovations that make VMware Workspace ONETM powered by AirWatch® the industry’s first unified end user experience, management and security solution for all endpoint platforms
  • Pivotal Container ServiceTM (PKS), enabling enterprises and service providers to deliver production-ready Kubernetes on VMware vSphere® and Google Cloud Platform (GCP), with constant compatibility to Google Container Engine (GKE).

Partner Impact:

Access the Partner Launch Resource Center for detailed information about all the products launched, action for partners, and “must do” enablement.

Read the Press Releases:

Cloud Press Release

SDDC / Cloud Platform Press Release

VMware Cloud on AWS press release

Security Press Release

VMware / HP Partnership Press Release

Digital Workspace Press Release

Containers / PKS Press Release

 

 

Transforming Security: Addressing Customer Challenges

 

Your customers face security threats everywhere, every day.  What can you do as a partner to help address the challenges customers face with transforming IT security?

Penton media recently sat down with Chris Campbell, Director of Product Marketing at VMware to talk about just this topic.

Listen to the FastChat and find out how you can help customers drive security transformation as Chris expands on:

 

 

  • The biggest customer challenges around security today
  • Why security interactions among silos is increasingly complex for customers
  • Simplifying security
  • What customers can expect by implementing a VMware security portfolio

VMware Partners – review our latest Transform Security campaign available via Partner Demand Center.

VMware is excited to further our partner’s success in driving security transformation for customers.

Lead Generation in the Digital Era

Lead generation in the digital era can be daunting. The good news is, there are resources that can immediately help you fill your sales pipeline. To help you stay on top of your customers’ needs our ongoing best practices blog series will focus on lead generation, social media strategies, nurturing programs and more.

Generating consistent and predictable sales leads is the lifeblood of B2B organizations. Unfortunately, in our digital era, successfully managing a sales funnel is easier said than done. Tried and true methods, like cold calling and shotgun email marketing techniques, now only produce lackluster results. This leaves many of us feeling as though we have exhausted our time, budgets and resources.
The primary reason for this change is the evolution of the buying process. Digital has forever altered how buyers make purchasing decisions. In fact, they often complete their own research online before reaching out to a Partner, which highlights the importance of being top of mind at every stage of the sales process.

Understanding the Modern Buyer’s Journey

There are three stages of the buyer’s journey. Each stage puts your customers firmly in the driver’s seat of the decision-making process, including:

  1. Awareness: The buyer realizes they have a problem
  2. Consideration: The buyer begins to research possible solutions
  3. Decision: The buyer chooses a product or solution

Harnessing the Forgotten Power of Email Programs

As social media and content play an ever-expanding role in sales and marketing, email programs have fallen by the wayside. It is important to note that email marketing continues to deliver tremendous performance, consistently exceeding other methods. According to a survey conducted by the Direct Marketing Association and Demand Metric, “Email had a median ROI of 122% — more than four times higher than other marketing formats examined, including social media, direct mail and paid search.” [1]

Email marketing is unquestionably effective for building awareness and nurturing leads, but there are critical elements to consider:

  • Purchased email lists are rarely effective and may hurt your reputation. Instead, build an opt-in list with content marketing and other inbound marketing techniques in order to build brand recognition and customer loyalty.
  • Segment your lists to narrow your targeting focus (think verticals, previous email activity such as click-throughs and past purchases).
  • Use multi-touch programs to build your message over time.
  • Be consistent with your messaging to strengthen your brand.

To help you get started, VMware Partners can easily access multi-touch programs in the Partner Demand Center. These campaigns are ideal for driving awareness and include everything you need, from custom emails and landing pages to gated content.

Building Relationships with Lead Nurturing

Depending where your buyer is in their journey, they may not be ready to buy right now. However, it does not mean that you should concede and move on to the next lead. Take this opportunity to nurture the relationship, differentiate your business, build trust, educate your customers and finally move them closer to a decision.

According to the 2017 Benchmark survey by Demand Gen Report, marketers agree that the best types of lead nurturing programs are email newsletters, white papers and webinars.[2] But, these are not the only tactics that work. Thought leadership articles, research-based content and blog posts are also highly effective. The key for all Partners is to map the right type of program and content to each stage or the buyer’s journey.

VMware knows it takes time to build lead nurturing programs and content from scratch. We offer resources at your fingertips to give you a fast pass to success. Our programs include everything from webinar and workshop planning guides to outbound calling programs – all tools available through the Partner Demand Center.

Accelerating Sales

When buyers reach the decision phase, they’re strategically narrowing down vendors by evaluating specific features and comparing prices. Seeing products in action helps prospects fully grasp the features and overall value of solutions. This is an ideal opportunity to offer testimonials, labs, evaluation checklists, product trials and demos.

VMware supplies the following fast passes to success to help you demonstrate the value of VMware products and move sales forward:

  • Hands-on Labs

VMware Hand-on Labs (HOLs) demonstrate the value of VMware solutions in real time. This program provides you with the tools you need to encourage prospects to try out VMware solutions.

  • Free Trials and Assessments

Free Trial and Assessment forms can be added to your website through VMware Content Syndication. This allows your prospects to download evaluation versions of products and install them in their own environment.

Refining Your Strategy

Once your programs are in place, it is important to continuously evaluate what’s working and refine your strategy based on data. If you’re not focusing on metrics, statistics show that you may be missing valuable leads. According to Demand Gen Report, “The less companies know about their Key Performance Indicators [or metrics], the less likely they are to meet their revenue goals.” To identify where leads are leaking out, it is recommended to regularly examine each stage of the sales funnel. This best practice will go a long way toward boosting your pipeline and improving your marketing and sales practices.

Next Steps for Partners to Boost Sales

Please note that Terms and conditions apply.

——————————————————————————————————————————————Sources:

[1] Email Continues to Deliver Strong ROI and Value for Marketers, https://www.emarketer.com/Article/Email-Continues-Deliver-Strong-ROI-Value-Marketers

[2] 2016 Lead Nurturing Benchmark Study, https://www.demandgenreport.com/resources/reports/2016-lead-nurturing-benchmark-study

[3] 2016 Content Preferences Study, https://www.demandgenreport.com/resources/research/2016-content-preferences-survey-b2b-buyers-value-content-that-offers-data-and-analysis

 

Advantage+ Enhancements for 2017: What Partners Need to Know

Last August, VMware announced enhancements to Advantage+, our opportunity registration program.  This year, we continue the evolution as part of our ongoing commitment to deliver best in class partner programs.  We are pleased to announce the following Advantage+ enhancements effective June 19:

  • Lead on Professional Services – Premier and Enterprise Solution Providers and Corporate Resellers can request registration to take the lead on selling Professional Services.
  • Cross-Sell Up-Sell Improvements – Modified validation process to allow for solution-oriented selling.
  • Professional Level Solution Providers eligible to participate in Advantage+  with  safeguard registration benefits.

VMware transformational solutions continue to offer immense partner opportunity and these Advantage+ enhancements will streamline the incentive process for our advanced products.

Be sure to review the incentives page on Partner Central for more details.

VMware vRealize Updates Bring Opportunities

VMware’s recent product updates make it easier to accelerate your customers’ digital transformation by modernizing their existing data center environment and simplifying management of heterogeneous, multi-vendor cloud environments. The updated VMware vRealize® Cloud Management Platform brings opportunity by enabling customers to manage and provision at scale – with compute, network, storage and application services across multi cloud environments.

What’s improved with vRealize Cloud Management for customers and partners?

  • Faster time-to-implementation and lower total cost of ownership of cloud
  • Partners are eligible for the front-end discounts up to 30%, plus a 5% back-end rebate

How can I engage my customers?

IDC predicts that by 2018, 98% of Enterprises will be operating both private and public clouds. This would accelerate an increasing need for a multi cloud management solution. Start the conversation around the following three common customer use cases and illustrating key updates:

Intelligent Operations                                    

  • Automated, Proactive Performance Management for workload balancing across clusters and data stores based on business needs
  • 360 Troubleshooting for faster root-cause analysis
  • Enhanced Insights to improve forecasting and accelerate cloud planning
  • Increased Support for VMware vSAN™ Operations, Ease of Use Enhancements, Improved Cross Cloud Networking and Security Management, and much more

Automate IT

  • Increased support for VMware NSX® Day Two Actions for load balancing, networking and security functions
  • Automated, Proactive Workload Placement to improve placement decision making for provisioning new virtual machines

DevOps-Ready IT

  • Container Management Enhancements including support for vSphere Integrated ContainersTM and Docker
  • Configuration Management Framework for integration with tools such as Puppet, Chef, Salt, and Ansible
  • DBaaS Enhancements to easily clone server databases and make them catalog items
  • Enhanced Microsoft Azure support to enable deployment and management of application and middleware services

For more details on what is new and improved with vRealize, listen to the “Learn about the new vRealize releases in Q2” vmLIVE session. You will hear from VMware Cloud Management leaders and subject matter experts on strategy updates, new releases, and to see demos of the new functionality.

Also, be sure to visit the Launch Resource Center  for more information on product updates, partner benefits and incentives on growing your cloud management practice

Know More, Grow More: VMware Mobility Accreditation

The newly released Gartner Magic Quadrant for Enterprise Mobility Management 2017 once again names VMware as the leader with the highest rating on both ability to execute and completeness of vision.

The Enterprise Mobility Management (EMM) landscape has changed considerably over the past seven years.  Continued innovation in the space by a market leader is a benefit to partners who will be well prepared to lead their customers on their digital transformation journey.

A great way for partners to participate in the upcoming Mobility, Windows 10 and IoT opportunity is to have a highly competent staff.  A good place for Partner Sales Engineers to start is to achieve the VMware Mobility Management Pre-Sales Accreditation.

Penton Media recently sat down with VMware Global Performance Consultant Kevin Groat to hear more about Mobility enablement and how VMware is helping partners position themselves to obtain their share of the Mobility market.  Listen to the interview as Kevin expands on:

  • How partners can become well-versed in Mobility and ways VMware can help
  • Why partners should earn the VTSP Mobility 2017 accreditation
  • Benefits of achieving accreditations for your organization

For 2017, the VMware Mobility Management Pre-Sales Accreditation is now streamlined into three courses as follows:

  • VMware AirWatch Solution Overview
  • VMware AirWatch Fundamentals
  • VMware AirWatch: Validate and Prove (using TestDrive)

Knowing more and growing more is easier than ever. Get started earning your VMware Mobility Accreditation today.

 

VMware Introduces Pulse IoT Center

Graphic for Pulse IoT Center

The Internet of Things (IoT) is rapidly transforming traditional business models and operational processes. IoT is giving organizations the ability to use sensors and smart devices to gather new types of data about the physical world that has never been available before. Whether the thing is a wind turbine, truck, building, car or manufacturing robot, the data these things generate is now used to unlock new opportunities and insights.

IoT Adoption – Customer Challenges

As enterprises begin to embrace and invest in IoT to realize its benefits, they are running into significant challenges.  They need a simpler way to keep track, visualize, monitor and secure the hundreds and thousands of edge systems and various types of connected devices that are unmanned and located anywhere.

Enterprise organizations are also struggling to manage IoT operations across their fragmented ecosystems, prioritize the data from things to platforms, and deploy strategies with speed and efficiency. Simultaneously, these IT and OT departments are not necessarily communicating well or working together on strategies even though they both need to implement and scale IoT use cases quickly and cost effectively.

 IoT Solutions – A Fresh Approach

VMware is taking a fresh approach to IoT solutions with the latest launch of VMware Pulse IoT Center.  Providing a secure, enterprise grade, end to end infrastructure management solution, VMware Pulse IoT enables OT and IT to manage, monitor and secure all IoT ‘things’ from the edge to the cloud.

VMware Pulse IoT Center leverages VMware’s core expertise in device management, infrastructure analytics, security, and cloud management to enable organizations to reduce IoT complexity; increase the reliability and security of their IoT infrastructure, and get to ROI faster. It addresses the complex needs of IoT for both IT and OT teams and helps enterprises take control of their IoT by managing broader, operating smarter and more securely, and innovating faster.

One VMware Ecosystem for the Internet of Things

To implement an Internet of Things solution today customers often need to cobble together offerings from various vendors, with few standards and little guidance. They have to make decisions on sensors, edge systems, data analytics and storage solutions, network connectivity, application development and more.

To simplify matters and help customers address complex IoT use cases across multiple industries, VMware is forging IoT-related alliances with:

  • Server OEMs/Edge Systems
  • Embedded OEMs
  • Systems Integrators
  • Business Applications and Analytics
  • IoT Platform Vendors

These alliances endeavor to bridge the gap between the IT and OT worlds and deploy an end to-end IoT solution from the device to datacenter: At this time, VMware Partners are encouraged to get more information about our IoT solutions via the VMware IoT solutions website. Additional video resources include:

 

What’s New: Hybrid Cloud and Digital Workspace Launch

Screen Shot 2016-02-18 at 3.26.35 PM

 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

Screen Shot 2016-02-05 at 1.37.11 PM

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

Screen Shot 2016-01-22 at 3.47.42 PM

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