VMware Global Parter and Alliance Marketing Vice President Toni Adams says the needs of customers are the needs of partners

VMware Global Parter and Alliance Marketing Vice President Toni Adams says the needs of customers are the needs of partners.

VMworld 2014: Why Partners Want Hybrid Cloud Computing

VMware exec Toni Adams believes partners want hybrid cloud computing because it's what customers want. If it's what customers want, VMware adapts to these needs. Here are the details.

Bringing together computing silos is what VMware (VMW) is focusing on—and it’s a point the virtualization company has been making throughout the duration of VMworld 2014. But this strategy isn’t only about what’s best for VMware—it’s what partners need.

"Customers are asking for some sort of an off-premise capability," VMware Global Parter and Alliance Marketing Vice President Toni Adams told The VAR Guy in an interview. "It’s very clear that the off-premise requirement is growing very strongly, but that the on-premise component will be the majority of business for a long time to come."

To bring the best of both worlds together, VMware is, and has been, betting it all on hybrid cloud computing. This strategy places the decision-making process into the hands of VMware’s customers by giving them options as to where data is stored.

"The customer is going to look at it in a very differentiated way," he said. "What is it that I want to keep on-premise, and what is it that I want to manage on-premise.

"But what are the things that I don’t want to invest in from a capital perspective, and I want to move off-premise, but I still want to manage it," Adams continued. "I still want to be able to get it back into my environment."

And since this is what customers want—or what VMware believes its customers want—it’s also what partners need to thrive with their customers.

"First and foremost, we are about product," he said. "We have a fantastic product that works well on-premise and off-premise and gives the partners the ability to manage their customer environment, move things off-premise if they want them off-premise but also give the freedom and openness to move them back into their environment if they need to."

Follow CJ Arlotta on Twitter @cjarlotta and Google+ for further updates on the story above — or if you just want to say hello.

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