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Register for Partner Exchange at VMworld 2017

Partner Exchange @ VMworld 2017 is fast approaching.  Do not miss this chance to immerse yourself in the latest in cloud infrastructure and digital workspace innovations.

Re-discover the technology, trends and people like you, who are shaping digital business.

This once a year event enables you to:

  • Collaborate and Network: Interact with your peers, the VMware partner ecosystem and IT movers and shakers—a “who’s who” in digital business.
  • Explore and Discover: Learn from subject matter experts on new and emerging product breakthroughs, best practices and case studies.
  • Learn and Grow: Gain direct, “take-to-the-bank” experience in expert-guided hands-on labs and VMware Certification opportunities.

Partner Exchange takes place in Las Vegas on August 27 and in Barcelona on September 11 and the content this year is as robust as ever.  At this exclusive partner event, you will hear about the latest industry trends, product innovations, and joint go-to-market opportunities and participate in solution keynotes relevant to your business. You will also gain access to the Partner Exchange Lounge, open all week for partners to meet, network and relax.  Act now and include Partner Exchange with your VMworld 2017 pass during registration to ensure you do not miss this must-attend event.

Don’t hesitate, register now for Partner Exchange at VMworld US or Europe and save with our Early Bird pricing.

We look forward to seeing you at Partner Exchange.

Partner Perspectives: How NSX Accelerates Innovation

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As the adoption of the Software-Defined Data Center continues to transform IT, we have heard from several VMware partners on the pivotal role VMware solutions played in facilitating their own digital transformations. NSX, in particular, has been key both for updating our partners’ internal business processes as well as the products with which they go-to-market.

We sat down with VMware partner CSC to hear exactly how NSX accelerated innovation on both these levels. In this video, Gabe Kazarian, Product lead for CSC’s BizCloud offering, explains how NSX helps CSC better manage internal environments, automating traditionally manual functions and streamlining processes.

CSC is not just improving environments internally; they also use NSX to accelerate the adoption of network and storage virtualization across the board. While early technologies and strategies for network and storage virtualization were often intrusive and costly, Kazarian says NSX and vSAN speed up the adoption of virtualization by acting as a foundation for some of the newer, burgeoning technologies. Whether it is application modernization or hybrid cloud deployment, they use NSX to implement the proper security at the right speed. In turn, they have been able to improve the products and services they sell with added features and functionality at a more competitive price. Learn more about CSC’s engagement with VMware NSX and other solutions or share your own success story with VMware.

You now have two opportunities to share your perspectives on success with VMware and 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 VMware and external channels
  • Successfully market your organization
  • Demonstrate subject matter expertise on VMware solutions

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

Channel Trends and Generating Demand in 2017

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There is no doubt about it; the channel has evolved thanks to a strong partner ecosystem.  Today’s channel partners are stronger and better informed than ever before. As a result, the channel is moving in a much more collaborative direction of vendors and partners working together toward success. With this evolution continuing into 2017, we outlined four of the biggest channel trends our partners might see in the year ahead:

  1. LinkedIn for Lead Nurturing – Social media isn’t going away and in fact, it’s the first stop for many of your prospects when researching solutions and services. We continue to see our most successful partners leverage social selling, particularly on LinkedIn, in an effort to build their brands and nurture relationships that evolve into long-term customers.
  1. Integrated Demand Generation As technology transforms content consumption, integrated demand generation campaigns are key. High-performing partners use LinkedIn for networking, to get current business news and to build relevant contact lists. Then, they extract those lists to execute drip campaigns from the Partner Demand Center. Doing so puts relevant content, meant to solve specific pain points and start conversations, on the path of their buyer’s journey.
  1. Hyper-focused Messaging – Email is not dead but the spray and pray methods of yore most certainly are. Marketers used to be able to blast out the same email or offer to everybody on their list, but prospects today expect personalized communications and information. A successful integrated demand generation campaign requires tailored messaging. Canned, impersonal emails are not only considered SPAM, they actually damage a partner’s brand. The key to success? Partners have to do their research and tailor messaging and cadence based upon prospects’ business types, roles, and pain points.
  1. An Aligned Approach to Partnership –At VMware, we are practicing what we preach and it shows in the enhancements to our partner programs and tools. The updates to our Advantage+ Opportunity Registration program reward partners amplifies incentives and enables more predictability and profitability.  Additionally, the updated Partner Demand Center gives partners state of the art tools to customize campaigns and quickly generate demand.

Just as partners need to fine-tune their messaging and offerings to the specific needs of their customers, we continue to align our Partner Program, communications, and resources with our partners’ business types and goals. We are committed to providing our partner community with the tools they need to grow and prosper in the year ahead.

 

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

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

A Toast to 2016

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As seen on The VAR Guy

Before we raise a glass to the new year, it’s only habit to reflect on the last. For VMware Partner Network, 2015 provided many great opportunities to strengthen partnerships and further our promise to be a world-class vendor.

We had our first ever Partner Exchange @ VMworld filled with endless breakout sessions and rich partner content. We made this shift so that partners could be briefed on all major announcements ahead of time in order to spend more time with their customers and have more thoughtful conversations around these announcements. Another highlight was the introduction of our marketing priorities and focus areas that Ross Brown spoke to, including predictable profitability and creating value for our partners.

As we look forward to 2016, there are a few key areas we are hoping to grow in order to further drive success for you and your customers. They include:

  1. Alignment between marketing and sales
  2. The roll out of new programs and benefits
  3. Investments in new routes-to-market
  4. Relationship building

Keep an eye out for the Annual Partner Survey and the latest Power Plays that will be launching in January 2016.

Now it’s time to throw on that new year’s hat and toast to 2016 and another year of endless opportunity, innovation and success.

Cheers!

The VMware Partner Network Team

Drive Profitability with the New VMware Partner Professional Services Program

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The way in which channel partners engage with customers is continuously changing and evolving due to the growing adoption of cloud. Partners still require the education/tools, product and/or service to adapt to this shift in how services and products are delivered, but are often seen as experts to customers looking to make significant investment in their IT infrastructure. Often customers don’t have skilled resources onsite for specific projects. The complexities of IT, especially in the evolving world of Software-Defined Data center and the sophistication that comes with it, leads customers to look for experts who can help them to optimize and take full advantage of their current investments.

Successful channel partners are providing their professional services to deliver positive customer outcomes and platforms for on demand IT and application services infrastructure. The VMware partner opportunity provides value in this market transition including assessment, configure, implement and support services.  Learn more about how one VMware partner is successfully leading with their services offerings.

The VMware Partner Professional Services Program (PPSP) is a new program designed to recognize and reward consulting partners who sell and deliver their own services engagements and take advantage of the move to the “Software-Defined Enterprise”. VMware understands the unique needs of consulting partners whose business model primarily revolves around the creation and delivery of professional services. This program addresses these needs through customized IP & enablement (training), sales and delivery assistance and incentives. It will drive consulting partner profitability, and the rewards will grow as investment in services capabilities, capacity and VMware expertise grows.

Why join the PPSP Program?

  • Opportunity to improve your services sales capabilities and build confidence via new solutions-specific training;
  • Access to VMware expertise for sales and delivery support
  • Expanded access to a variety of program benefits focused on driving your profitability with VMware.

VMware offers multiple approaches that both partners and VMware’s Professional Services organization can capitalize on the growth of services and accelerate business success. These approaches include:

  1. Traditional sub-contracting model VMware PS led – partner delivered.
  2. SKU Services:
  • Partners resell when limited abilities
  • Leverage the bundles to use as starting to deploy new technologies
  • As a blueprint to build own services offering
  1. Partner Professional Services Program – PPSP partner created opportunity and end-to-end customer experience with partner led delivery.

For more information about the new VMware Partner Professional Services Program go to www.vmware.com/partners

The VMware Partner Network Team