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Tag Archives: vmware partners

Partner Exchange: US Schedule Builder Live


The biggest VMware event of the year is fast approaching so as a valued VMware Partner, prepare yourself to make the most of it.

Partner Exchange takes place this year on Sunday, August 27 in Las Vegas with partner boot camps happening on Saturday, August 26.  Pass holders can attend a wide range of technical and sales boot camps, a partner general session presented by top VMware executives, solution keynotes, partner breakout sessions, route-to-market discussions and more.

Now that the US schedule builder is live, create your schedule to ensure that you do not miss out.  Hot topics this year tailored for every partner type include:

Examples of partner boot camps include:

  • VMware Sales Professional – Network Virtualization (VSP-NV)
  • VMware’s Cloud Management Platform – Eyes Across the Hybrid Cloud
  • VMware Technical Solutions Professional – Network Virtualization
  • VMware Technical Solutions Professional – Hyper-Converged Infrastructure
  • VMware Technical Solutions Professional – Desktop Virtualization (VTSP-DV)

In addition to quality partner focused content, all Partner Exchange pass holders receive exclusive access to the Partner Exchange Lounge open all week and an exclusive invitation to the Partner Exchange reception at 5pm on August 27 at the Mandalay Bay.

There is still time to be a part of the biggest VMware partner event of the year so register now to attend Partner Exchange @ VMworld 2017.


VMware 4-4-5 Fiscal Calendar Coming Soon


As we move forward into the New Year, we want to take a moment to remind our partners that VMware will shift to a 4-4-5 fiscal calendar on February 4, 2017, the first day of Fiscal Year 2018 (FY18).

To facilitate a smooth transition to FY18, please submit your orders early. All orders must be submitted to the order management team by 6 PM Cork local time (for international orders) and 6 PM PST (for orders in the Americas) on January 31, 2017 to ensure processing.  All orders submitted after these times will be processed beginning February 4, 2017.

From February 1 to 3, 2017, some systems will be unavailable or have limited functionality.

Incentive program schedules, with the exception of Aggregator Rewards, will align to the new 4-4-5 calendar quarters.

For key dates, FAQs, and additional resources, please visit the 4-4-5 Fiscal Calendar Partner Central Page or contact partnernetwork@vmware.com.

We look forward to continued success with our outstanding partner ecosystem this year and beyond.

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.


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

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.


The VMware Partner Network Team

New Opportunities with VMware Virtual SAN

A couple months ago, we shared how our free Virtual SAN Assessment Tool enables you to assess your customer’s storage environment and identify VMware Virtual SAN opportunities at customer sites in just one week.

Today we want to share a few more VSAN tools to grow your expertise and help you deliver the VMware Virtual SAN message to your customers.

Virtual SAN by VMware delivers enterprise class, high-performance and shared storage for VMware vSphere Virtual Machines. With the newly refreshed VMware Virtual SAN campaign you have the opportunity to capture new customers and expand opportunities in existing accounts.

And you can increase your knowledge of VMware Virtual SAN by continuing your VMware education by pursuing the SDS competency. Did you know that the Software-Defined Storage competency currently rewards you with Solution Rewards on all eligible SKUs sold? Well, it’s true. The Software-Defined Solution Competency also enables you to:

  • Strengthen your position as strategic advisor to your customers by helping them reduce their TCO for storage, automate storage management, and manage storage performance.
  • Identify how to sell and position VMware Virtual SAN and unlock sales opportunities.
  • Create incremental storage opportunities and increase revenue.

Virtual SAN is also a VMware 2HFY15 Power Play which can provide– enhanced partner incentives when you sell this Virtual SAN

Remember, partners who achieve their competencies receive additional incentives and increase their average deal size by 2X. Partners who achieve their SDS competency and participate in the VSAN Power Play earn the greatest reward. You can learn more about competencies here and Integrated Campaigns on the VMware Partner Demand Center.

Learn about the VMware Virtual SAN Campaign in 60 seconds by watching this video:

Take a little time to review the Campaign Playbook for best practice recommendations on how to execute the campaign and close sales.

The VMware Partner Marketing 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 

Don’t Leave Money on the Table… 2H Power Plays Are Here

As the VMware portfolio continues to grow we want to provide you with focus for delivering on our Software-Defined Data Center, Hybrid Cloud, and Business Mobility visions. There is tremendous opportunity to accelerate our transactional business together. Here are the Power Play Products for the 2nd Half of 2015 to keep an eye on: VMware vSphere with Operations Management, VMware Virtual SAN, VMware vCloud Air Disaster Recovery and AirWatch (New for H2).

The Mobile market is set to grow in excess of $5B by 2017. AirWatch is the undisputed leader in the Enterprise Mobility Management industry – and we see major opportunity for you to cross-sell these offerings into existing accounts and open the door to new accounts.

Watch this short video to learn more about the Power Play opportunity:

Aside from providing you with focus across our portfolio, Power Plays  also give you:

  •  Maximum partner incentives and aligned end-customer promotions
  • Simplified Learn, Market, and Sell assets
  • Product Assessments (VOA and VSAN Assessments – view the links on the Power Play Page under the Assessments Tab)

Visit the Power Play page to review the incentive information and prepare for sales conversations. Be sure to leverage the “learn, market and sell” assets, and drive demand via the VMware Partner Demand Center. Don’t leave money on the table.

The VMware Partner Network Team

Uncover 5 Powerful Tips to Improve Your Partner Marketing

As seen on The VAR Guy:

From Sherlock Holmes’ age-old tales of intrigue to today’s fascination with television dramas like CSI:  Crime Scene Investigation, we are drawn to solving mysteries – of following the clues to determine, “Who Done It.” We’ve also seen this love affair of detective work spill over into the tech space. When customers are choosing a vendor, they are following online bread crumbs to see if you are the right partner for them. They scour your website, blog, LinkedIn profiles, and even customer reviews. In fact, according to a 2014 study of B2B commerce, 94% of buyers do research online before making their purchasing decision.  The study also revealed that 71% of B2B buyers prefer to conduct research on their own – without ever meeting a sales representative. These staggering statistics reinforce the need to ramp up and promote your business across the channel.


So, are you leaving the right bread crumbs for your customers?

Here are 5 powerful tips to improve your online marketing:

  1. Evaluate your brand.  With so many vendors to choose from, potential customers will surely be weighing your brand, services, and support against the competition. Put yourself in your customers’ shoes.  Would you want to do business with you? Why or why not? What brand decisions or online improvements could you make to ensure that your prospects decide they want to reach out to you? Is your site too busy or too blank? Make sure it’s designed with your potential customer in mind.
  2. Put your best foot forward on social media.  LinkedIn is largely accepted in B2B as the go-to place for first impressions. So, if you’re meeting with a customer for the first time, chances are good that they’re going to look at your profile before your meeting. Keep that in mind and view your profile with a critical eye.  Make sure you, your executives and sales team have a professional headshot, updated/edited profile links, complete contact information (IE Skype and Twitter), as well as short descriptions with keywords for each of your past positions. People are always looking for things you have in common, so the more you tell them, the more opportunities for discussion topics. Make sure that these same underlying principles are applied with 100% consistency across social media — from your Twitter profile, website, Facebook page, Google+ account, and YouTube channel.
  3. Rally the troops.  Getting your employees involved is a great way to cast a wider marketing net. Encourage employees to update their profiles and write blogs on topics that matter to them. You can also create content on a weekly or monthly basis for your employees to post out across their social sites. This way, you have a unified message that has a much further reach. Just think of the possible retweets and click-throughs you can generate. Did you know that Google monitors this newfound traction and gives you higher search ranking as a result? Ultimately, employee involvement can be the key to making your company significantly easier to find online.
  4. Make your website a lead generating machine
    All of your marketing activities, whether it’s an email campaign or a post on LinkedIn, should highlight your business and give a clear route via links to your website.  But, is your website ready for those visits? In order to make your website a lead generation machine, you need to ensure that when prospects arrive they intrinsically know how to navigate your site, understand how you can solve their pain points and, finally, quickly see how to contact you. Also, today’s B2B consumers are tired of stock photography on vendor sites; they’d much rather see the real people they’ll be working with. It’s a little detail, but it can impact their evaluation of your site and your company.
  5. Continue to leave bread crumbs to gated content
    Use gated content (white papers, e-Books or videos) in exchange for visitors giving you their email address and contact information. Gating some of your information will allow you to capture user data. You can then use that data to generate demand with lead nurturing newsletters and other email correspondence. Through our Partner Demand Center, VMware partners can use highly-customizable email campaigns with landing pages for demand gen while also driving traffic to their site.  And, through website content syndication, partners can use high quality assets as additional sources of gated content for capturing emails or free product trials to generate leads. Just think of the time these resources can save your company.

Feel like there are still more clues to discover?  VMware has partnered with Channel Maven Consulting to create 15 bite-sized videos to help you navigate your social demand roadmap. Visit the Marketing Resources section of the Partner Demand Center to view these insightful videos, learn marketing best practices and download toolkits to help build your business.

The VMware Partner Network Team