VCE (VMware, Cisco and EMC) Comes to Ingram Micro
VCE — the Virtual Computing Environment Company backed by VMware, Cisco and EMC — is making the move to distribution this month. On the one hand the move isn’t surprising, based on VCE announcements from May 2011. But on the other hand, Ingram Micro is striving to get ahead of the story — hoping to position itself as VCE’s leading distributor.
According to chatter from Ingram, the distributor is working with more than 50 VCE partners. Ken Bast, VP and GM of Ingram Micro’s Advanced Technologies Division, offered up this prepared statement:
“We laid out our go-to-market strategy for VCE in May, sku’d up the solution sets and hit the ground running,” says Bast. “In just a matter of months, we’ve gained significant traction in the field, closed some serious sales and carved out a strong value proposition for the VCE partner base. The value of distribution to the VCE business is evolving quickly from logistics and order management to partner enablement and custom configuration.”
Of course, VCE has multiple distribution partners — including Arrow, Avnet and Ingram Micro in the United States, and Magirus in Europe. VCE claims that its partner program “leverages the benefits and incentives of Cisco, EMC and VMware channel programs while providing a one-stop-shop for promoting and reselling VblockTM Infrastructure Platforms.”
The VCE partner program offers:
- Single point ordering and registration for the Vblock Infrastructure Platform solution
- Incremental volume incentives
- Stackable applicable back-end incentives from Cisco and EMC channel programs
- Proposal-based MDF program
- Role-based enablement training
The VAR Guy is intrigued. Assuming VCE succeeds, it could give Cisco Systems Inc. a much-needed lift. Cisco has hit multiple financial bumps in the past year, though Cisco CEO John Chambers earlier today expressed some optimism while discussing fiscal Q4 2011 results.
Meanwhile, The VAR Guy will be watching to see how VCE ramps up its channel partner program. Four distribution partners seem poised to assist the effort. But Ingram Micro is the first one to raise its hand and demand some respect from The VAR Guy.