New Cloud Opportunities for Solution Providers
It’s an exciting time at VMware as we wrap-up both VMworld San Francsico and VMworld EMEA and are currently running our vForums in Asia Pacific. I am extremely excited by the increasing opportunities for solution provider partners that we announced at these events.
At VMworld San Francisco VMware announced our vCloud suite 5.1, which integrates a number of our virtualization, management and cloud products into a single SKU, providing a robust solution for delivering the software-defined datacenter (SDDC) to our customers. If you haven’t seen it yet, I highly recommend that you take a second and watch VMware’s CTO, Dr. Steve Herrod, as he describes the opportunity with the software-defined data center. In addition to products, VMware also announced new intellectual property and services to help customers efficiently operate in the cloud.
Why is this exciting for solution providers? First, while there is a lot of discussion around experimenting with cloud computing, there are not a lot of organizations that are thoroughly versed in how to implement a cloud in their environment. Solution providers who are educated and experienced in helping their customers migrate to the cloud will be much more valuable and will be able to increase their overall services revenue. VMware is actively working to ensure our partner community is fully educated and enabled to recommend, sell, and implement the vCloud suite products. We have a number of product training assets available on our Partner Central website. We have also updated the Solution Enablement toolkits that provide Professional Services material.
Second, the other big advantage of the vCloud suite is the reduction in complexity of the customer purchase process. As a single SKU that provides all the components needed to establish and operate a cloud, the vCloud suite is much easier to explain and sell vs. multiple point products. To encourage early adoption of the vCloud suite we have several promotions in place as well as sales and marketing campaigns.
In addition to marketing campaigns, VMware Partner Network recently announced the Enterprise Purchasing Program (EPP), which allows you to provide customers a flexible and cost-effective way to purchase VMware products, regardless of whether your customer is making frequent, transactional buys or larger, strategically planned purchases. Through EPP you can:
- Increase your profitability through an extended incentive model that pays upfront and over time. Learn more about advantage+ and Solution Rewards.
- Take advantage of a licensing and deployment framework that fosters cross-sell and upsell and enables strategic solution selling.
- Give customers high-volume pricing discounts, price protection and the flexibility to deploy a variety of products from VMware’s portfolio.
In short, this is an excellent time to be a cloud solution provider and the VMware vCloud suite 5.1 products and services assets are available help you take advantage of this growing market. VMware is excited to be on the forefront of this revolutionary new technology and to be partnering with the best in the business.
Brian Forbes is senior director, Global Partner & Alliances Marketing at VMware. Monthly guest blogs such as this one are part of The VAR Guy’s annual platinum sponsorship.