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Tag Archives: VMware Partner

Security and BYOD: The Partner Approach

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The cost of enterprise data security breaches has skyrocketed. Truly, the numbers are numbing; and research shows a continued and steady increase of 12 – 15% from $4M to $1T by 2021. Imagine what the current $158 per stolen record average cost will be in five years if organizations do not implement and keep up with security strategy.

Security needs are driven by digital transformation, which is in large part driven by consumers. We want instant access to information on our devices to increase productivity across work and personal lives simultaneously, yet nobody wants to carry two phones or hand over access to their personal devices to employers. In other words, BYOD is fast moving from perk to necessity, and part of attracting talent is tied to BYOD policies.

It has been said that there are “two types of companies in America; the 97% that have been hacked and the 3% that have likely been hacked but don’t know it”. Looking at data from PwC research makes it clear; employees remain the most cited source of compromise.

Security questions VMware partners are helping customers answer include:

  • How do we keep our enterprise network secure without making our BYOD policies too invasive?
  • Can we ensure users do not access data from compromised devices and networks?
  • How much access do mobile users have to critical internal resources?
  • Do we have the right technologies in place that would prevent breaches from mobile users?
  • In the event of a breach, how do we minimize damage to our business and customers?
  • How much should we budget to address our security needs?

 Enterprise security conversations present opportunity for partners.

BYOD is one aspect of security concerns for organizations and can be addressed with new advancements in biometric authentication like facial recognition now available in WorkSpace ONE. AirWatch also contributes significantly to security initiatives with app lockdown and other capabilities. Tight integrations with other mission critical business apps ensures users can complete entire workflows on mobile, solving for mobile micro-moments and driving digital transformation.

Additionally, there are security topics like infrastructure and compliance that our partners are addressing. For example, the way NSX protects resources via micro-segmentation and helps implement compliance and privacy standards across an organization.

 Security and BYOD are not going anywhere.

Often, it’s the sense of being overwhelmed that delays many organizations from adequately addressing these important issues. They are not sure where to begin, what a protected environment looks like, how to develop and align strategy and which solutions will scale with their growth. Utilizing demo tools like TestDrive where customers login to experience the possibilities before making a purchase plus demand generation campaigns available in the partner demand center are some of the ways we support partners to become trusted advisors and accelerate adoption of security solutions for customers.

For more information about BYOD security solutions, visit Partner Central.

Increase Deal Size with VMware’s Network Virtualization & Security Platform

Did you know NSX is the network virtualization and security platform for the Software-Defined Data Center (SDDC), which brings the operational model of a virtual machine (VM) to the data center network? Well, it is! In addition to transforming the economics of network and security operations, NSX serves as a valuable sales tool that enables you to:

  • Increase your deal sizes by 50-70 percent
  • Gain access to new decision makers who have big problems and big budgets
  • Develop multi-year security and SDDC revenue pipelines

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NSX delivers on micro-segmentation, the new standard for data center security. Network security policies are enforced by firewalling controls integrated into the hypervisors that are already distributed throughout the data center. These security policies are defined flexibly, moving when virtual machines (VMs) move and adapting dynamically to changes in the data center.

NSX delivers:

•       Containment of security breaches with network isolation and segmentation within the data center.

•       Automated delivery of fine-grained security policies attached to the VM, enforceable down to the virtual network interface controller (NIC).

•       A platform for dynamically adding the best-of-breed security services.

You may think all of this is great, but are simultaneously wondering how VMware is supporting its partners with the tools needed for execution? Well let us explain… 80% of Enterprises use VMware vSphere as their hypervisor.  That means there is a built-in install base for security and network virtualization opportunities with NSX. VMware provides partners with professional assets and tools that allow them to seamlessly execute integrated marketing activities at no cost. Here’s what’s available to you in this exclusive opportunity:

•       Preliminary sales and tech training

•       Access to marketing support to augment marketing capabilities

•       VMware programs and campaigns to create awareness

•       Customizable multi-touch demand-generation campaigns

•       Tools to accelerate sales

•       Process for tracking success

Visit our Partner Demand Center to read the NSX campaign playbook and learn more about target audience, customer pain points, messaging paths and customization opportunities. It’s important to ensure you have your Network Virtualization Competency if you’re a North America or Asia Pacific based partner. Once confirmed, you can execute the campaign through the VMware Partner Demand Center or download all assets source files at once for upload and execution through your marketing automation platform. You can also visit the NSX Partner Central page to receive access to exclusive Partner Training and Sales Resources. Learn more about VMware Partner Demand Center and campaigns from our previous blog:Your Destination for Partner Marketing Success. 

The VMware Partner Network Team

Increase Deal Size with VMware’s Network Virtualization & Security Platform

Did you know NSX is the network virtualization and security platform for the Software-Defined Data Center (SDDC), which brings the operational model of a virtual machine (VM) to the data center network? Well, it is! In addition to transforming the economics of network and security operations, NSX serves as a valuable sales tool that enables you to:

  • Increase your deal sizes by 50-70 percent
  • Gain access to new decision makers who have big problems and big budgets
  • Develop multi-year security and SDDC revenue pipelines

Screen Shot 2015-04-01 at 1.15.55 PM

NSX delivers on micro-segmentation, the new standard for data center security. Network security policies are enforced by firewalling controls integrated into the hypervisors that are already distributed throughout the data center. These security policies are defined flexibly, moving when virtual machines (VMs) move and adapting dynamically to changes in the data center.

NSX delivers:

•       Containment of security breaches with network isolation and segmentation within the data center.

•       Automated delivery of fine-grained security policies attached to the VM, enforceable down to the virtual network interface controller (NIC).

•       A platform for dynamically adding the best-of-breed security services.

You may think all of this is great, but are simultaneously wondering how VMware is supporting its partners with the tools needed for execution? Well let us explain… 80% of Enterprises use VMware vSphere as their hypervisor.  That means there is a built-in install base for security and network virtualization opportunities with NSX. VMware provides partners with professional assets and tools that allow them to seamlessly execute integrated marketing activities at no cost. Here’s what’s available to you in this exclusive opportunity:

•       Preliminary sales and tech training

•       Access to marketing support to augment marketing capabilities

•       VMware programs and campaigns to create awareness

•       Customizable multi-touch demand-generation campaigns

•       Tools to accelerate sales

•       Process for tracking success

Visit our Partner Demand Center to read the NSX campaign playbook and learn more about target audience, customer pain points, messaging paths and customization opportunities. It’s important to ensure you have your Network Virtualization Competency if you’re a North America or Asia Pacific based partner. Once confirmed, you can execute the campaign through the VMware Partner Demand Center or download all assets source files at once for upload and execution through your marketing automation platform. You can also visit the NSX Partner Central page to receive access to exclusive Partner Training and Sales Resources. Learn more about VMware Partner Demand Center and campaigns from our previous blog:Your Destination for Partner Marketing Success. 

The VMware Partner Network Team

Simplify Cloud Sales with the VMware Subscription Purchasing Program

You have three options when it comes to purchasing that much needed Starbucks coffee – buying it with cash, swiping your credit card, or purchasing with your Starbucks prepaid card… which do you choose?

Using your Starbucks prepaid card provides these benefits:

  •       Helps you budget accordingly for your future coffee purchases
  •       Acts as one centralized location that allows you to buy and consume any type of coffee when you choose
  •       Allow you to easily track how much you spend on coffee and be rewarded for the more coffee you consume

Now go back and reread those benefits replacing coffee with the word cloud and you have described the benefits you can provide your customers with the VMware Subscription Purchasing Program (SPP).

SPP is a new, simpler and flexible channel transaction model for VMware cloud services. Here is how the program works:

 

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SPP gives partners a simple way to start a cloud practice without having to worry about setting up complex billing systems and managing multiple SKUs. You can seed accounts with vCloud AirVirtual Private Cloud OnDemand and preserve the billing relationships with your customers.

Not to mention, with your hybrid cloud competency you can earn solution rewards on the sale of subscription credits and gain access to customer consumption data.

Next Steps

·      Visit the SPP page on Partner Central

·      Prepare for the cloud conversation with the Hybrid Cloud Competency

The VMware Partner Network Team 

EVO:RAIL is Simple, Agile and Fast – Find out if it’s Right for Your Business

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Last week at VMware’s Partner Exchange 2015, partners just like you showcased their EVO:RAIL solutions, and other were able to hear from solution experts on the latest in hyper-convergence at the VMware EVO:Zone.

If you’re customers are still laboring under the limitations and burdens of a legacy, siloed data center, there is no time to waste. To better handle today’s changing workloads and new business demands without drowning in server sprawl and administrative costs, consider moving your customers to a hyper-converged strategy ASAP with VMware EVO:RAIL.

The EVO:RAIL delivery model combines VMware compute, networking and storage resources into a hyper-converged infrastructure appliance to create a simple, easy-to-deploy, all-in-one solution. Partners work with us to offer a portfolio of self-contained, modular building blocks that excel at fast, flexible service delivery – helping you easily change workloads and accommodate new business opportunities as they emerge. They also offer greater performance and capacity—all while operating securely, efficiently and at scale.

But the real buzz is being generated by the way we utilize a converged, software-defined design to simplify virtualization – layering storage software on virtualized servers with the benefits of lower IT costs, a smaller footprint, and less energy consumption. Best of all, you can set up a virtualized environment in just 15 minutes.

EVO:RAIL is a great fit for many different scenarios. Of course, every business can benefit from a consolidated footprint with built-in enterprise-grade features, performance and resiliency. But the simplicity and flexibility of the system means that mid-sized businesses, ROBOs and LOBs can deploy and manage these turnkey systems and enjoy all the benefits without specialized IT teams.

For a deeper dive, here are some EVO:RAIL partner’s solution pages to check out:

As always, leave us your comments or questions below, and be sure to explore this simple, easy to deploy, all-in-one solution.

The VMware Partner Network Team

Daring to Thrive & Succeeding—Day 3 of Partner Exchange 2015

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The last day of Partner Exchange 2015 is sadly upon us, but what a fantastic event it has been. We Dared You to Thrive as we unveiled some new launches, acquisitions and partnerships, and thrive you did.

Last night’s Partner Appreciation party was packed with individuals from around the globe, all working towards a common goal. What a great site it was to see VMware partners networking, interacting and of course, playing a little pool.

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Today we are excited to announce that VMware vCloud Government Service provided by Carpathia has achieved the Provisional Authority to Operate (ATO) through the U.S. Government’s Federal Risk and Authorization Management Program (FedRAMP).

FedRAMP ATO is mandatory for any cloud service provider serving the Federal government, and VMware’s offering is now generally available to U.S. government and defense organizations. VMware vCloud Government Service –an infrastructure-as-a-service hybrid cloud –is based on the award-winning VMware vSphere platform used by all cabinet level agencies, all military services, the Department of Defense and the Judicial and Legislative branches of government.

Hands-on-Labs, Boot Camps, Certifications & Break-Out Sessions 

Be sure to take advantage of the VMware Hands-on-Labs, Boot Camps and Certifications taking place at the 2nd level of Moscone West from 9am- 2pm. You may even get some free swag! Attend the Break-Out Sessions today from 9:00am-12:30pm at the 3rd floor of Moscone West.

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We hope your last day at Partner Exchange 2015 is both enjoyable and beneficial. From all of us at VMware Partner Network, thank you for making this event a huge success, we could not have done it without you!

Until Next Year,

The VMware Partner Network Team

Daring to Thrive & Succeeding—Day 3 of Partner Exchange 2015

Screen Shot 2015-02-05 at 9.51.56 AM

The last day of Partner Exchange 2015 is sadly upon us, but what a fantastic event it has been. We Dared You to Thrive as we unveiled some new launches, acquisitions and partnerships, and thrive you did.

Last night’s Partner Appreciation party was packed with individuals from around the globe, all working towards a common goal. What a great site it was to see VMware partners networking, interacting and of course, playing a little pool.

Screen Shot 2015-02-05 at 9.52.23 AM

Today we are excited to announce that VMware vCloud Government Service provided by Carpathia has achieved the Provisional Authority to Operate (ATO) through the U.S. Government’s Federal Risk and Authorization Management Program (FedRAMP).

FedRAMP ATO is mandatory for any cloud service provider serving the Federal government, and VMware’s offering is now generally available to U.S. government and defense organizations. VMware vCloud Government Service –an infrastructure-as-a-service hybrid cloud –is based on the award-winning VMware vSphere platform used by all cabinet level agencies, all military services, the Department of Defense and the Judicial and Legislative branches of government.

Hands-on-Labs, Boot Camps, Certifications & Break-Out Sessions 

Be sure to take advantage of the VMware Hands-on-Labs, Boot Camps and Certifications taking place at the 2nd level of Moscone West from 9am- 2pm. You may even get some free swag! Attend the Break-Out Sessions today from 9:00am-12:30pm at the 3rd floor of Moscone West.

Screen Shot 2015-02-05 at 9.52.08 AM

We hope your last day at Partner Exchange 2015 is both enjoyable and beneficial. From all of us at VMware Partner Network, thank you for making this event a huge success, we could not have done it without you!

Until Next Year,

The VMware Partner Network Team

The Journey to the Cloud- Day 2 of Partner Exchange 2015

Screen Shot 2015-02-04 at 5.43.20 PMDay two of Partner Exchange 2015 has come and gone quicker than we could say “One Cloud, Any App”. Ben Fathi, VMware’s CTO, kicked off this morning’s General Session Keynote by discussing “Technology Direction: Disruptions and Opportunities”. He jumped right in to some of today’s industry trends to lay the groundwork for what IT is looking for.

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Control, Compliance, Security, Cost Savings and Agility make up this Mobile Cloud Architecture. He then touched on whatLines of Business want—to get products out as fast as possible, and what users want—to run applications anywhere and on any device. In addressing these keys needs, how do you take all these applications and run them and protect them on a unified platform?

Introducing the Journey to the Cloud 

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On Monday, February 2nd, VMware announced the industry’s first unified platform of virtualized compute, networking and storage for the hybrid cloud.  Defined in software, VMware’s platform will enable customers to create one consistent environment across the private and public cloud to run, protect and manage any cloud-native or traditional application. The platform will also offer customers openness and choice in how to build and manage their applications and cloud environments based on their specific needs.

Another exciting moment was when Chris Wolf, VMware’s CTO of the Americas, Kit Colbert, VMware’s VP & CTO of Cloud-Native Apps, and Joe Baguley, VMware’s CTO of EMEA joined Ben on stage for a panel discussion. Their key take-away for partners included:

1.     Don’t lose site of NSX & the new services to market

2.     Work with the CTO team more closely –VMware cannot do this alone

3.     Drive EUC Solutions

Below are Ben Fathi’s closing thoughts:

  • Open
  • Cloud First
  • Cloud Native
  • Agility
  • Simplicity

The day continued with Executive Quick Connect 1:1 meetings and a new and exciting Professional Development track to further expand your go-to-market selling strategies and offer other tips for success. Industry leaders such as Nancy Duarte, CEO of Duarte Inc., Mike Robbins, author of “Be Yourself, Everyone Else is Already Taken”, Dr. Tom Sant from Hyde Park Partners, and Heather K. Margolis, President of Channel Maven Consulting, offered their tips and tricks on how to expand your knowledge and diversify your partner experience.

Be sure to join us tonight from 6pm-8pm PST for the Partner Appreciation Reception taking place at City View at the METREON. We look forward to seeing you at tomorrow’s Breakout Sessions!

The VMware Partner Network Team

Bridging Partnerships- Day 1 of Partner Exchange 2015

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The day has finally come where over 4,000 VMware partners and executives, in over 80 countries around the globe, gather together and Dare to Thrive in this ever growing and evolving high tech industry.

General Session Highlights

Day 1 of Partner Exchange 2015 began with a General Session keynote led by VMware President and COO, Carl Eschenbach. He touched on how important you, our partners are to VMware and drove home the point that partners are not an extension of our sales force, but instead, are our sales force. It is critical that in today’s fast paced industry we continue to “dare” one another to be disruptive.

VMware’s CEO Pat Gelsinger then took center stage and spoke about the idea of bridging two worlds—the client-server era to the mobile-cloud era in a city that is known for it’s bridges. He talked about being brave, and again, brought back the idea of Brave New IT –optimized for rapid development and delivery of all applications, for safe consumption of any device. The new model of IT is instant, fluid and secure. Next, he spoke about the ingredients for the Software-Defined Data Center. Have a look at VMware’s Architecture for IT below.

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Following Mr. Gelsinger came Bill Fathers, VMware EVP & GM of Cloud Services, Raghu Raghuram, VMware’s EVP and GM of the Software-Defined Data Center, and finally Sanjay Poonen, VMware’s EVP and GM of End-User Computing. Each gave a 5-minute elevator pitch and spoke to their line of business.

It wasn’t long before Dave O’Callaghan, VMware’s SVP, Global Channels & Alliances, and Todd Surdey, VMware’s VP of Strategic Alliances & Emerging Markets, joined Carl and took a deep dive into how VMware is evolving our Selling Motions and Targeted Selling through Power Plays.  Carl closed by telling everyone that in 2016, Partner Exchange will become a Partner Business Summit for Business Leaders.

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Getting Social

The day continued with the Solutions Exchange and partners visiting the Social Media Rally Station where they learned how to take their social and online profiles to the next level and start better engaging with their audience. If you have yet to do so, be sure to check it out tomorrow from 10am-4pm PST in the Foyer of Moscone West, Level 2.  

Launches & News

No Partner Exchange would be complete without a list of exciting launches and news. Check out the exciting Software-Defined Data Center news that came out yesterday, and learn more about the new programs & new and updated solution competencies that launched today.

Day 1 continued with VMware Boot Camps, Hands-on Labs, New Route-to-Market Keynotes, Breakout sessions and an Executive Forum and Global Awards. Congrats to our partner winners!

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This first day of Partner Exchange was nothing short of fantastic. The air was buzzing with great ideas, collaborations, and high-touch opportunities with VMware executives. We can’t wait to see what tomorrow has in store.

See you at General Session keynote!

The VMware Partner Network Team

Everything You Need to Know Before You Go to Partner Exchange 2015

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We are now just days away from Partner Exchange 2015. Your bags are already packed, your registration is most definitely complete, and you are totally ready to visit to the City by the Bay. So what should you do now?

Visit our “Know Before You Go” page on the Partner Exchange website to view a few last minute tips and reminders to help make your onsite experience at Partner Exchange 2015 more valuable and enjoyable.

Here is some quick & helpful info about the event…

Wireless Access Code:

There will be complimentary wireless access available in the foyer areas and inside the meeting rooms. Wireless access is not available in the SolutionsExchange.

Login info:

SSID: PEXWireless

A Few Important Notes:

  • Breakfast will be served at both conference hotels (The Marriott Marquis Hotel and The Intercontinental Hotel) NOT AT MOSCONE WEST February 3-5 from 6:45AM-8:00AM.*
    • Lunch will be served daily at Moscone West from 11:30PM-1:00PM.
  • Dress code for the event is business casual.
  • All conference hotels are within walking distance of Moscone Convention Center. Taxis are also readily available at all hotels for transportation to the conference.
  • Please arrive to sessions early, as popular sessions can fill up quickly. Reserving your seat through Schedule Builder does not guarantee a seat for late arrivals. Sessions will be open to all attendees at five minutes before the start time. Plan accordingly.

*Breakfasts for Boot Camp attendees ONLY will be served at Moscone West from January 31-February 2

We look forward to seeing you in San Francisco next week. Dare to Thrive at Partner Exchange 2015!

 The VMware Partner Network Team